How has
BtoB
sales changed as telework has become widespread due to the coronavirus pandemic? Innovation & Co., Ltd. conducted a survey on BtoB sales issues during telework. As a result, it became clear that the most important sales issue was “acquiring new leads.”
Reference source:
Survey conducted on BtoB salespeople who are currently working from home. Results show that the number one sales challenge during telework is “acquiring new leads.” – The most common answer was “introducing/reviewing sales tech” as a problem-solving method.
81.5% of respondents answered that there were issues with sales activities during telework. The most common response was “The number of new leads acquired has decreased.”
In this survey, we asked BtoB sales representatives from companies across the country to complete a questionnaire and received responses from 260 people.
The graph below shows the results of the respondents’ responses regarding issues related to sales activities during telework.
Source:
Survey conducted on BtoB salespeople who are currently working from home. The number one sales challenge during telework is “acquiring new leads.” – The most common answer was “introducing/reviewing sales tech” as a problem-solving method.
Excluding “I have no particular issues” and “I am not doing any sales activities while teleworking,” it can be seen that 81.5% of the people in charge feel that “I have issues with sales activities while teleworking.”
The most common responses were “The number of new leads acquired has decreased” (18.1%), “The number of business meetings has decreased” (15.8%), and “It has become difficult to connect with customers even by phone” (13.8%). %) followed.
Measures to reduce the number of new leads acquired include “digging up past business cards” and “holding in-house seminars and events.”
What measures are managers taking to address the decline in the number of new leads acquired? The company surveyed those in charge who said the number of new leads was an issue to see what measures they had taken to address the problem.
Source:
Survey conducted on BtoB salespeople who are currently working from home. The number one sales challenge during telework is “acquiring new leads.” ~The most common answer was “introducing/reviewing sales tech” as a problem-solving method~
The most common response was “digging up past business cards” at 66.0%. This suggests that there is a growing movement to create opportunities for business negotiations by leveraging past customer assets. “Increased events such as in-house seminars” was second at 42.6%.
46.3% of the reasons for the decrease in business negotiations and projects were “Introduction of Sales Tech”
Sales issues during telework included a decrease in the number of new leads acquired, as well as a decrease in business negotiations and projects. The graph below shows the results of a survey of those in charge who cited a decline in business negotiations and projects as an issue regarding the measures they took to counteract the problem.
Source:
Survey conducted on BtoB salespeople who are currently working from home. The number one sales challenge during telework is “acquiring new leads.” – The most common answer was “introducing/reviewing sales tech” as a problem-solving method.
Among the responses, the most common response was “Introduced/reviewed sales tech (sales support tools, sales efficiency tools, etc.)” at 46.3%. It has become clear that many people are trying to solve sales issues by utilizing IT.
Additionally, “I received consulting for online business negotiations” ranked second at 44.2%, indicating that measures are being taken to address online business negotiations, which are different from traditional business negotiations.
Furthermore, more than half of the respondents answered that they would like to continue using telework even after the novel coronavirus subsides.
Source:
Survey conducted on BtoB salespeople who are currently working from home. The number one sales challenge during telework is “acquiring new leads.” – The most common answer was “introducing/reviewing sales tech” as a problem-solving method.
Reference source: