Sandler Research Report | Leading from the Front in Challenging Times


Leading from the Front-Sandler Research Center

With the arrival of the COVID-19 pandemic, our research team set out to discover the challenges and changes sales leaders faced. We found that over 71% of participants said their organization’s sales processes had undergone strategic change as a result of the transition to remote commercial trading.

Embracing the Virtual Selling Environment

The pandemic accelerated the use of digital strategy to increase sales opportunities. Our research found that 68.2% of survey participants reported an investment in new sales technology to better assist sellers. An almost equivalent amount said that this technology, when used efficiently, led their team to be more productive. However, the data collected also shows that this was not the case for teams who did not feel comfortable using this newly invested technology.

Big or Small, Change Affects Us All

However, it was also quite clear that management strategy was dependent on the size of the respondent’s organization.

To understand the differences better, organizations were broken into four sizes based on the annual revenue reported by the survey participants. This included those with an annual revenue of:

  • Less than 1 million dollars.
  • Between 1 and 10 million dollars.
  • Between 10 and 500 million dollars.
  • Greater than 500 million dollars.

Despite working remotely, leaders in organizations must continue to ensure that their team is fully capable of working at their top capacity and that their skills can offer continued success.