The pandemic has had a profound impact on the buying and selling process and less than 2% of sales leaders believe that these changes will be temporary.
One of the big changes that’s gathered pace is the gap between buyers and sellers. There’s a growing set of figures which show that business buyers, heavily influenced by their consumer purchasing experiences, have rapidly escalated their expectations of B2B sellers.
To keep up, virtually every sales organization needs to transform in some way – whether it’s in their go-to-market strategy, the way their team is structured, their people, processes or their technology.
Organizations with a strong sales culture backed by a proven sales methodology and reinforced through training, coaching and technology are best positioned to achieve better sales results and weather economic disruption.
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