Since Covid-19 hit in 2020, a tremendous amount of change has happened to the buying and selling process. In the wake of the pandemic, 90% of sales leaders reported some or significant change to their sales organizations, with much of it expected to stick. Changes in sales cycles, along with hesitation in decision-making, have affected the length of time to close sales. 70% of sales organizations reported longer sales cycles for new clients, and just over half (53%) stated that the sales cycle is longer for existing clients, compared with the time prior to COVID-19. Worse still, only 48% of deals closed as originally forecast, compared with 69% prior to COVID-19.

Creating and implementing sales processes that successfully scale and support new ways of working is critical. In fact, sales methodology may be the difference between exceeding expectations and falling short in today’s marketplace. Download our e-book to learn more.