{"id":12685,"date":"2021-02-19T10:00:00","date_gmt":"2021-02-19T10:00:00","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/sandler-research-center-asks-the-question-is-this-new-normal-the-permanent-new-normal\/"},"modified":"2022-12-19T17:01:54","modified_gmt":"2022-12-19T17:01:54","slug":"sandler-research-center-asks-the-question-is-this-new-normal-the-permanent-new-normal","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/sandler-research-center-asks-the-question-is-this-new-normal-the-permanent-new-normal\/","title":{"rendered":"Sandler Research Center Asks the Question: Is This \u201cNew Normal\u201d the Permanent \u201cNew Normal\u201d?"},"content":{"rendered":"\n

Will we eventually be able to return to the pre-pandemic ways of conducting business? That\u2019s a question that\u2019s been on the minds of many professionals. The latest survey from the Sandler Research Center (SRC), \u201cLeading from the Front During Challenging Times,\u201d asked sales leaders around the world what kinds of changes they have encountered in the era of COVID \u2026 and how they are planning to respond to those changes.<\/p>\n\n\n\n

SRC surveyed a global cohort of sales leaders. The majority believe changes in reaction to the pandemic have changed the sales process permanently.<\/strong><\/p>\n\n\n\n

71.4% of respondents told us that the sales process has permanently changed as the result of a recent transition to remote commercial trading. Small and mid-sized businesses were more likely to report a change in sales process during this transition. Businesses with an annual revenue larger than $500 million were somewhat less likely to report such a change.<\/p>\n\n\n\n

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Survey results suggest that those organizations who made the transition more quickly than counterparts or competitors have fared the best in the marketplace. By rapidly pivoting, they not only impressed existing customers with their commercial agility and availability, but were also able to attract new prospects, even though these were fewer in numbers than in years past.<\/p>\n\n\n\n

Interestingly, the smallest and largest businesses reported greater confidence in their existing sales team\u2019s ability to thrive in the \u201cnew normal.\u201d  73.5% of businesses with annual revenues less than $1 million, and 73.8% of businesses with annual revenue greater than $500 million reported they believed more than half of their sales team showed the capabilities necessary to succeed in the post-pandemic marketplace. By contrast, organizations with annual revenues between $1 million and $500 million were less likely to say this.<\/p>\n\n\n\n

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Other findings from the survey include:<\/p>\n\n\n\n