AchieveNEXT Mid-Year Sentiment Study 2021

Sales culture and capabilities will make or break revenue goals and expectations

COVID lockdowns and restrictions had an enormous direct impact on sales teams and selling techniques. Most enterprises say that their sales forces have adapted well to the new environment, but a substantial minority — 44% — are not satisfied by how well equipped their sales teams are to build relationships and sell in the new environment and channels due to changes caused by technology and the pandemic. In an earlier benchmarking study, AchieveNEXT and Amerisure found that sales representatives say they can cope well with managing existing relationships, but fare less well in expanding those relationships or establishing new ones. As more and more companies sell solutions as well as products and services, building relational capital will become an ever-more-important part of the capability set of sales teams and all customer-facing employees.


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