COVID-19 has had an impact on most, if not all, industries. Sales is no exception. Due to health and safety restrictions, we’ve seen sales organizations adapt to a virtual setup, thus strengthening omnichannel lead generation. While interactions remain remote, however, sales leaders have shifted their attention towards the buyer.

That said, here are the 10 biggest changes in sales right now that every company should be aware of:

1. Emphasis on Buyer First

As mentioned, there’s a shift towards placing the buyer’s needs first. Sales leaders don’t merely focus on selling a product. Instead, they are focusing more on how they can solve their clients’ problems more efficiently. This leads to a stronger bond that can benefit both parties.

2. Independence Is Key

Self-motivated individuals who can work independently have an easier time adapting to the remote selling landscape. Thus, sales leaders who have achieved success despite the current conditions are those who can both work alone and with a team.

3. Deals Are Closed Virtually

The remote selling setup has also enabled deals to be closed virtually. This isn’t limited to small deals — on the contrary, a focus on remote selling has opened up many opportunities for big-ticket sales to be closed even without in-person meetings.

4. More Home-Based Meetings

Speaking of meetings, sales organizations have also shifted to conducting more home-based meetings to address internal issues, as well as onboarding new staff. Many are still adjusting to this kind of setup but the availability of apps and programs have helped in easing sales personnel into this new communication method.

5. Self Study to Increase Knowledge

Thanks to technology, sales staff and leaders have access to virtual selling courses that can further increase their knowledge and help them navigate the digital landscape.

6. Virtual Communication With Prospects

Aside from internal communications, speaking to prospects is also happening within the digital space. While this does not provide the same experience as in-person meetups, it does save both parties time by allowing them to focus on what they really met up for.

7. More Involvement From CFOs

Chief financial officers used to be uninvolved in sales teams. But, because of budget cuts resulting from the pandemic, they are now taking on a more active role that encompasses approving deals aside from just managing the budget.

8. Shift in Sales Process

The “buyer first” mindset has also impacted the sales process, which has now placed more emphasis on buyers’ needs compared to that of sellers’.

9. Budget Reallocation

Sales companies used to spend on travel and out-of-office engagements. Now that traveling has been severely restricted, companies have reallocated their budgets towards investing in digital selling and digital equipment.

10. More Value on Online Profiles

Remote selling has allowed many more qualified sales personnel to join organizations without being hampered by physical disabilities or other restrictions. What matters to sales companies now are the online profiles of potential applicants — and even noteworthy prospects.

Keep Your Eye on the Prize

Many more changes in the sales landscape are expected as businesses navigate a post-pandemic world. It’s likely that among these, the focus on customers and digital communications will remain in this “new normal.”

If you’re looking for guidance or to increase your company’s sales, get in touch with us at SalesGig. Our B2B lead generation services can help your business reach new heights!