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Andy Rich | BizDev3.0 | Philadelphia, PA

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The Sandler Research Center surveyed sales leaders and sales managers in Q4 2020 to gauge the impact of the global pandemic on sales processes and operations across a variety of industries. We analyzed the results and released a complete report entitled Leading From the Front in Challenging Times, which is available here.

As we further examined the data collected from that survey, we saw a fascinating pattern emerging: sharply differing results from different industries. Not all players in the sales space face the same obstacles; not all have made the same adjustments and set the same priorities. Some industries have clearly done more to adapt to the new realities of the post-COVID era than others.

This article analyzes the data relating to patterns of change in six specific industry verticals:

  • Business Services’
  • Construction
  • Consulting
  • Financial Services
  • Technology
  • Manufacturing

Business Services and Financial Services: Fastest to Adapt

In total, 71.4% of respondents across all industries acknowledged that their sales process changed as a result of the transition to remote commercial trading. However, when you apply the “industry-vertical lens” to those results, you find that those in Business Services and Financial Services were far more likely to report sales process adjustments than those who worked in, say, Construction or Consulting.



Business Services and Consulting Emphasized Training on Remote Leadership

Another example of the difference encountered by those in different industries was the response to this question: Have you received training on how to lead remotely?

Respondents in Business Services and Consulting were significantly more like to have received training on remote leadership than their peers in either Technology or Manufacturing industries. The graphic below illustrates this.



View More Results Comparing Industry Responses

Check out this blog post for additional information on the Sandler Research Center report, Leading From the Front in Challenging Times.

Access the full research report below. 


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