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A forward-thinking Sales Leader needs

Data and Insights

to enable their teams to exceed revenue targets this year...

Download the Full Report
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Because in 2020, there wasn't a playbook...

We've heard from hundreds of sales leaders that last year was a battle. But if sales leaders know anything, it's resilience, and how to frame every challenge as an opportunity. Quota, to most people, would be scary stuff. But to sales teams, it's a goal to hit, a challenge to meet. So if there's any department prepared to do what's necessary to grow revenue this year, it's sales.

But what did last year actually look like for sales leaders? To find out, we built a report featuring...

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500+ Responses
8 Countries
15+ Industries
20+ Data Points

And before you ask what's next, let's just say it...

Last Year Was Tough

40% of the sales leaders we surveyed missed revenue targets...

So over 40% of sales leaders missed revenue targets. Take some time to reflect on that... ok... done? In this report, we asked over 500 sales leaders how they found a competitive advantage during a chaotic year. Sneak peek: The top performers adapted their sales models, enabled their team with tools and technology, and used data to focus on coaching opportunities. Download the full report for in-depth insights.

How Did Your Organization Perform Against Its Revenue Goal this Year?

Insights from industry experts...

Yamini headshot

As you plan your 2021 and beyond, sharpen your focus on your customer.

Yamini Rangan

Chief Customer Officer

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"In 2020, 40% of businesses did not meet revenue targets. As you plan your 2021 and beyond, sharpen your focus on your customer. Place them at the center of every decision, across marketing, sales, and customer success."

Alyssa Merwin

As the world shifts to virtual, the challenge is building trust with your prospects...

Alyssa Merwin

VP of Sales, North America

Linkedin sales solutions

"As the world shifts to virtual, the challenge is building trust with your prospects and cutting through the noise. Our own research at LinkedIn shows that sales professionals can build trust by taking a buyer-first approach and by reaching out only when they fully understand the buyers' needs and the buyer's role in the purchasing process.”

Annelies Husmann

The efficacy of our historical data was overturned when COVID hit in Q2 2020.

Annelies Husmann

Director, Enterprise Sales

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"The efficacy of our historical data was overturned when COVID hit in Q2 2020. Everything in the sales process as we know it changed, from buyer expectations to sales motions, increasing uncertainty for revenue teams."

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The single most underutilized resource in any company is the sales leader...

Suzie Andrews

Sandler Training

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"As we look forward to 2021 all sales leaders should align themselves to ensure they are most efficiently managing their teams. Simply said, how much time are they spending one on one with their reps? Try weekly one on one meetings, ride alongs, pre-call and post-call planning, ad-hoc coaching, and role play."

Additional Sales Enablement Resources

  • [Video] How Sales Leaders Should Approach 2021

    We sat down with Suzie Andrews of Sandler Training, and asked her where sales leaders should focus in 2021.

    Find out more

  • [Video] Using Reliable Analytics to Enable Your Sales Team

    We sat down with Annelies Husmann, Head of Enterprise Sales at Gong to talk about data and analytics. In under 10 minutes, get a better understanding of how sales leaders can use sales analytics to focus their efforts in 2021.

    Find out more

  • [Video] How to Build a Buyer-first Selling Strategy on Your Sales Team

    We sat down with Kwesi Graves, Sales Manager at LinkedIn, to talk about how he builds a buyer-first selling strategy on his team.

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  • How Gong's Head of Enterprise Sales Uses Sales Analytics to Drive Decisions & Speed Deals

    To help sales leaders define their own sales analytics process, here's a rundown of how Gong leverages data to make key decisions.

    Find out more

  • How to Build a Buyer-First Mindset According to a LinkedIn Sales Manager

    Learn why LinkedIn sales manager Kwesi Graves says having a buyer-first mindset is the key to building trust with customers, empowering your reps, and driving more sales.

    Find out more

  • Here's What Sales Leaders Should Prioritize in 2021 According to a Sandler Expert

    Managing today's sales professionals requires a new approach. In this guide, we share tactical advice for leading sales teams from a Sandler expert.

    Find out more

  • Growth Opportunities Exist 2021: Here's How to Find Them, According to HubSpot's CCO

    Sales Leaders - there are some opportunities to set a foundation for growth next year. Check out the best ways to identify them - according to our Chief Customer Officer.

    Find out more

  • 71% of Employees are Fatigued: How Aircall Still Boosts Sales Productivity

    In a poll, Aircall's Senior Director of Sales Development learned 71% of participants felt fatigued. Here's how he still keeps his team productive anyway.

    Find out more

  • How Sales Enablement Can Drive Revenue Growth in 2021 According to Crayon's Director of Sales

    As we saw in one of the findings of this report, sales enablement can be a critical factor in revenue growth. Check out this post to learn what tactics to include in your sales enablement plan.

    Find out more