LinkedIn’s latest “State of Sales” report surveyed buyers and sellers to discover key market trends and shifts.
According to the report, amid the pandemic, 77% of buyers and sellers in the US are holding more virtual meetings. 44% of participants have witnessed decreased responsiveness to outreach. The same percentage of participants have reported customers’ sales cycles increasing.
Customer satisfaction (43%) and customer retention (40%) were the top metrics identified by respondents to measure sales performances. However, when it came to using data to improve the sales process, 56% use it to prospect consumers and 49% leverage it to target industries.
Trustworthiness (47%), responsiveness (44%), and proficiency in the field (40%) were ranked as top qualities valued in a salesperson. Prospects also expect salespeople to clearly understand their business needs, understand their roles as decision-makers, and more.
[2 minute read]