How much are sales people selling in person versus virtually?

Salesforce notes that nearly 44% of their selling time was in person with customers, and roughly 32% was meeting with customers virtually.

What do Salesforce’s findings tell us about the way companies conduct sales?

Salesforce recently conducted a survey of 500 salespeople across various industries. Their goal was to understand how companies are adapting to selling in today’s digital landscape. The data from their findings provides valuable insights into how their partners are selling and the preferences of their customers during this pandemic era.

From the report comes an important takeaway – that almost three-quarters of companies rely on in-person or virtual interactions with their customers. This shows that technology has enabled sales teams to maintain relationships with customers, as well as build new ones, even at a time when traditional ways of doing business have been disrupted.

They found that the majority of salespeople feel well equipped when it comes to adapting their selling processes to a rapidly changing world. In contrast, over one-third admitted they are struggling to keep up with the changing technologies and customer preferences. These findings show that while some companies have adapted quickly to increase their sales, many are still trying to catch up.

More 2021 Stats

Research from Bain and Company shows that 92% of B2B buyers prefer virtual sales interactions.

A survey conducted by DocuSign found that 75% of companies experienced an increase in customer satisfaction when they implemented digital proposal software.

91% of salespeople have indicated they don’t want to return to full-time office work when asked about their future career plans.

A study by GetAccept revealed that sales reps experienced a 40% improvement in win rates when using online proposal software.

59% of sales reps said that adding custom-recorded video to their sales process increased their productivity.

Only 32% of sales pros report that a virtual sales process requires more meetings to close deals.

Over 66% of sales pros report their team will stay remote or work in the office part-time in the future.

Given the pandemic, almost 90% of B2B sales now happen digitally.

According to a study by Salesforce, the average B2B deal size has grown by 20% in 2021 compared to 2020. This is likely due to companies increasing their spending as they look for more innovative solutions to solve their challenges.

In fact, 77% of sales leaders say their company’s digital transformation has accelerated since 2019.

More Virtual Selling Stats

59% of sales reps said that adding custom-recorded video to their sales process increased their productivity.

Only 10 percent of executive customers said sales calls provide enough value to warrant the time they spent on them.

According to a research conducted by Salesforce, 61% of sellers say it’s harder to sell virtually.

55% of B2B buyers search for information on social media.

Only 15 percent of sales calls add enough value, according to executives surveyed.

91% of salespeople have indicated they don’t want to return to full-time office work when asked about their future career plans.

According to a Gartner survey, CSOs expect 60% of the sales force will remain operating virtual.

Only 32% of sales pros report that a virtual sales process requires more meetings to close deals.

Over 66% of sales pros report their team will stay remote or work in the office part-time in the future.

After COVID, 56% of sellers prefer working remote full time.

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