A forward-thinking Sales Leader needs
Data and Insights
to enable their teams to exceed revenue targets next year...Download the Full Report
Because in 2020, there wasn't a playbook...
But what did this year actually look like for sales leaders? To find out, we built a report featuring...
And before you ask what's next, let's just say it...
This Year Was Tough
40% of the sales leaders we surveyed missed revenue targets...
Insights from industry experts...
As you plan your 2021 and beyond, sharpen your focus on your customer.
"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."
As the world shifts to virtual, the challenge is building trust with your prospects...
"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.”
The efficacy of our historical data was overturned when COVID hit in Q2 2020.
"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."
The single most underutilized resource in any company is the sales leader...
"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.Find out more
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