{"id":12781,"date":"2021-04-30T10:00:00","date_gmt":"2021-04-30T10:00:00","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/"},"modified":"2025-07-01T16:47:01","modified_gmt":"2025-07-01T16:47:01","slug":"highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/","title":{"rendered":"Highlights From the New Sandler Research Center Survey, \u201cLeading From the Front in Challenging Times\u201d"},"content":{"rendered":"\r\n

The results of the Sandler Research Center\u2019s most recent survey, \u201cLeading from the Front in Challenging Times,\u201d offer important insights for sales leaders eager to create and sustain momentum in their sales team.<\/p>\r\n\r\n\r\n\r\n

Compiled to uncover the major challenges faced by sales leaders in the wake of the COVID-19 pandemic, and the best responses to those challenges, the survey was divided into seven sections.<\/p>\r\n\r\n\r\n\r\n

\u2022 Strategy<\/em><\/p>\r\n\r\n\r\n\r\n

\u2022 People Management<\/em><\/p>\r\n\r\n\r\n\r\n

\u2022 Leadership<\/em><\/p>\r\n\r\n\r\n\r\n

\u2022 Coaching and Training<\/em><\/p>\r\n\r\n\r\n\r\n

\u2022 Technology<\/em><\/p>\r\n\r\n\r\n\r\n

\u2022 Human Capital Management<\/em><\/p>\r\n\r\n\r\n\r\n

\u2022 Pipeline Generation and Management<\/em><\/p>\r\n\r\n\r\n\r\n

Some highlights from the first section, Strategy<\/em>, follow.<\/p>\r\n\r\n\r\n\r\n

New challenges emerged. <\/em>77% of respondents reported that they had experienced major short- or long-term changes in the competitive landscape \u2013 changes that directly affected their business. Short-term challenges reported included changes in the marketing mix and issues related to automating business processes. Long-term challenges included a culture of excessive discounting and an increasingly digital sales process.<\/p>\r\n\r\n\r\n\r\n

Remote sales processes are more common. <\/em>71% of respondents reported that their sales process had changed as a result of transitioning to remote commercial trading. For some powerful ideas on how your team can succeed in a remote selling environment, read this blog post<\/strong><\/a>.<\/p>\r\n\r\n\r\n\r\n

Client retention is a higher priority. <\/em>82% of respondents said that their commitment to retaining key clients had increased during the global pandemic. In a related finding, 62% reported finding it difficult or much more difficult to locate and sell to new prospects compared to the pre COVID-19\u2019s period. For some effective strategies on engaging and retaining important client, take a look at this video<\/strong>.<\/a><\/p>\r\n\r\n\r\n\r\n

Download the full \u201cLeading from the Front in Challenging Times\u201d survey report, here<\/strong><\/a>.<\/p>\r\n","protected":false},"excerpt":{"rendered":"

The results of the Sandler Research Center\u2019s most recent survey offer important insights for sales leaders eager to create and sustain momentum in their sales team.<\/p>\n","protected":false},"author":15,"featured_media":12782,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1033,1035,1419,1309],"class_list":["post-12781","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-leadership","tag-management","tag-remote","tag-sales-challenges"],"acf":[],"yoast_head":"\nHighlights From the New Sandler Research Center Survey, \u201cLeading From the Front in Challenging Times\u201d - Sandler<\/title>\n<meta name=\"description\" content=\"The results of the Sandler Research Center\u2019s most recent survey offer important insights for sales leaders eager to create and sustain momentum in their sales team.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Highlights From the New Sandler Research Center Survey, \u201cLeading From the Front in Challenging Times\u201d - Sandler\" \/>\n<meta property=\"og:description\" content=\"The results of the Sandler Research Center\u2019s most recent survey offer important insights for sales leaders eager to create and sustain momentum in their sales team.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/\" \/>\n<meta property=\"og:site_name\" content=\"Sandler\" \/>\n<meta property=\"article:published_time\" content=\"2021-04-30T10:00:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-07-01T16:47:01+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Highlights-From-the-New-Sandler-Research-Center-Survey-Leading-From-the-Front-in-Challenging-Times-1.jpeg\" \/>\n\t<meta property=\"og:image:width\" content=\"1000\" \/>\n\t<meta property=\"og:image:height\" content=\"750\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Sandler\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Sandler\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/\",\"url\":\"https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/\",\"name\":\"Highlights From the New Sandler Research Center Survey, \u201cLeading From the Front in Challenging Times\u201d - Sandler\",\"isPartOf\":{\"@id\":\"https:\/\/sandler.com\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Highlights-From-the-New-Sandler-Research-Center-Survey-Leading-From-the-Front-in-Challenging-Times-1.jpeg\",\"datePublished\":\"2021-04-30T10:00:00+00:00\",\"dateModified\":\"2025-07-01T16:47:01+00:00\",\"author\":{\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/bbd9d9c65759de22e40ddc4dfbaecba6\"},\"description\":\"The results of the Sandler Research Center\u2019s most recent survey offer important insights for sales leaders eager to create and sustain momentum in their sales team.\",\"breadcrumb\":{\"@id\":\"https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/#primaryimage\",\"url\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Highlights-From-the-New-Sandler-Research-Center-Survey-Leading-From-the-Front-in-Challenging-Times-1.jpeg\",\"contentUrl\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Highlights-From-the-New-Sandler-Research-Center-Survey-Leading-From-the-Front-in-Challenging-Times-1.jpeg\",\"width\":1000,\"height\":750,\"caption\":\"Highlights From the New Sandler Research Center Survey, \u201cLeading From the Front in Challenging Times\u201d\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/sandler.com\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Highlights From the New Sandler Research Center Survey, \u201cLeading From the Front in Challenging Times\u201d\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/sandler.com\/#website\",\"url\":\"https:\/\/sandler.com\/\",\"name\":\"Sandler\",\"description\":\"Sales and leadership training and coaching solutions for salespeople, sales managers, and executives\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/sandler.com\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/bbd9d9c65759de22e40ddc4dfbaecba6\",\"name\":\"Sandler\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/dbab713638afe6e378ba84f9f52467796ec74e315d9915ef985f476ae31b246d?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/dbab713638afe6e378ba84f9f52467796ec74e315d9915ef985f476ae31b246d?s=96&d=mm&r=g\",\"caption\":\"Sandler\"},\"description\":\"Sandler is the world\u2019s largest professional development organization, dominating the global industry through an unparalleled network of more than 270 local offices worldwide in more than 30 countries, as well as an award-winning Corporate Development Division at the world headquarters. Serving global enterprise organizations as well as small to medium-sized businesses, Sandler's experts offer leading-edge expertise on a wide range of sales, sales management, leadership, and management topics.\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Highlights From the New Sandler Research Center Survey, \u201cLeading From the Front in Challenging Times\u201d - Sandler","description":"The results of the Sandler Research Center\u2019s most recent survey offer important insights for sales leaders eager to create and sustain momentum in their sales team.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/","og_locale":"en_US","og_type":"article","og_title":"Highlights From the New Sandler Research Center Survey, \u201cLeading From the Front in Challenging Times\u201d - Sandler","og_description":"The results of the Sandler Research Center\u2019s most recent survey offer important insights for sales leaders eager to create and sustain momentum in their sales team.","og_url":"https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/","og_site_name":"Sandler","article_published_time":"2021-04-30T10:00:00+00:00","article_modified_time":"2025-07-01T16:47:01+00:00","og_image":[{"width":1000,"height":750,"url":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Highlights-From-the-New-Sandler-Research-Center-Survey-Leading-From-the-Front-in-Challenging-Times-1.jpeg","type":"image\/jpeg"}],"author":"Sandler","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Sandler","Est. reading time":"3 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/","url":"https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/","name":"Highlights From the New Sandler Research Center Survey, \u201cLeading From the Front in Challenging Times\u201d - Sandler","isPartOf":{"@id":"https:\/\/sandler.com\/#website"},"primaryImageOfPage":{"@id":"https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/#primaryimage"},"image":{"@id":"https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/#primaryimage"},"thumbnailUrl":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Highlights-From-the-New-Sandler-Research-Center-Survey-Leading-From-the-Front-in-Challenging-Times-1.jpeg","datePublished":"2021-04-30T10:00:00+00:00","dateModified":"2025-07-01T16:47:01+00:00","author":{"@id":"https:\/\/sandler.com\/#\/schema\/person\/bbd9d9c65759de22e40ddc4dfbaecba6"},"description":"The results of the Sandler Research Center\u2019s most recent survey offer important insights for sales leaders eager to create and sustain momentum in their sales team.","breadcrumb":{"@id":"https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/#primaryimage","url":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Highlights-From-the-New-Sandler-Research-Center-Survey-Leading-From-the-Front-in-Challenging-Times-1.jpeg","contentUrl":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Highlights-From-the-New-Sandler-Research-Center-Survey-Leading-From-the-Front-in-Challenging-Times-1.jpeg","width":1000,"height":750,"caption":"Highlights From the New Sandler Research Center Survey, \u201cLeading From the Front in Challenging Times\u201d"},{"@type":"BreadcrumbList","@id":"https:\/\/sandler.com\/blog\/highlights-from-the-new-sandler-research-center-survey-leading-from-the-front-in-challenging-times\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/sandler.com\/"},{"@type":"ListItem","position":2,"name":"Highlights From the New Sandler Research Center Survey, \u201cLeading From the Front in Challenging Times\u201d"}]},{"@type":"WebSite","@id":"https:\/\/sandler.com\/#website","url":"https:\/\/sandler.com\/","name":"Sandler","description":"Sales and leadership training and coaching solutions for salespeople, sales managers, and executives","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/sandler.com\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/sandler.com\/#\/schema\/person\/bbd9d9c65759de22e40ddc4dfbaecba6","name":"Sandler","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/sandler.com\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/dbab713638afe6e378ba84f9f52467796ec74e315d9915ef985f476ae31b246d?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/dbab713638afe6e378ba84f9f52467796ec74e315d9915ef985f476ae31b246d?s=96&d=mm&r=g","caption":"Sandler"},"description":"Sandler is the world\u2019s largest professional development organization, dominating the global industry through an unparalleled network of more than 270 local offices worldwide in more than 30 countries, as well as an award-winning Corporate Development Division at the world headquarters. Serving global enterprise organizations as well as small to medium-sized businesses, Sandler's experts offer leading-edge expertise on a wide range of sales, sales management, leadership, and management topics."}]}},"_links":{"self":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts\/12781","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/users\/15"}],"replies":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/comments?post=12781"}],"version-history":[{"count":1,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts\/12781\/revisions"}],"predecessor-version":[{"id":19478,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts\/12781\/revisions\/19478"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/media\/12782"}],"wp:attachment":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/media?parent=12781"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/categories?post=12781"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/tags?post=12781"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}