{"id":12849,"date":"2021-07-14T17:06:38","date_gmt":"2021-07-14T17:06:38","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/sandler-research-center-survey-highlights-challenges-for-sales-leaders-in-2021\/"},"modified":"2025-07-01T16:50:37","modified_gmt":"2025-07-01T16:50:37","slug":"sandler-research-center-survey-highlights-challenges-for-sales-leaders-in-2021","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/sandler-research-center-survey-highlights-challenges-for-sales-leaders-in-2021\/","title":{"rendered":"Sandler Research Center Survey Highlights Challenges for Sales Leaders in 2021"},"content":{"rendered":"\r\n<p>The Sandler Research Center surveyed sales leaders and sales managers in Q4 2020 to gauge the impact of the global pandemic on sales processes and operations across a variety of industries. We analyzed the results and released a complete report entitled <em>Leading From the Front in Challenging Times<\/em>. The report highlights several potential challenges for leaders who are committed to effective learning and development paths for sales professionals in 2021.<\/p>\r\n\r\n\r\n\r\n<p>Specifically:<\/p>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li><strong>39.7% of sales leaders<\/strong> and managers reported that they <strong>have not received appropriate sales leadership training<\/strong> and development prior to starting a sales leadership role.<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li>A staggering <strong>67.5% of sales leaders reported not having received any training whatsoever on how to lead remotely<\/strong> \u2013 an increasingly important priority. The situation was even more concerning for sales leaders in small and mid-sized business (those with annual revenues under $500 million). These leaders were between 9% and 15% less likely to have received even the most basic training in remote leadership than their peers in larger companies.<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li>A total of <strong>42% of frontline sales professionals<\/strong>, according to the survey, <strong>have not been adequately trained in remote selling<\/strong>.<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<p>These three results suggest that there is a significant gap between where sales leaders are right now and where they know they need to be in terms of their commitment to training and development for the sales team.<\/p>\r\n\r\n\r\n\r\n<p>Here are some resources from Sandler that can help close that gap:<\/p>\r\n\r\n\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li>To get the latest insights on remote sales leadership skills, check out this <a href=\"https:\/\/howtosucceed.libsyn.com\/how-to-succeed-at-leading-a-remote-sales-team\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>powerful <em>How to Succeed at Remote Leadership <\/em>podcast<\/strong><\/a>.<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li>To learn more about effective prospecting strategies in the era of video meetings, <a href=\"https:\/\/www.sandler.com\/programs\/21st-century-prospecting\/\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>take a look at this online course, <em>21st Century Prospecting<\/em><\/strong><\/a>.<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<p>To get your own copy of the Sandler Research Center report <em>Leading from the Front in Challenging Times,<\/em> <a href=\"https:\/\/sandler.com\/blog\/sandler-research-center-survey-highlights-challenges-for-sales-leaders-in-2021\/\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>click here<\/strong><\/a>.<\/p>\r\n","protected":false},"excerpt":{"rendered":"<p>The Sandler Research Center surveyed sales leaders and sales managers in Q4 2020 to gauge the impact of the global pandemic on sales processes and operations across a variety of industries.<\/p>\n","protected":false},"author":15,"featured_media":12850,"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":[1033,1035,1386,1377,1272],"class_list":["post-12849","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-leadership","tag-management","tag-research","tag-sales-leaders","tag-training"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sandler Research Center Survey Highlights Challenges for Sales Leaders in 2021 - Sandler<\/title>\n<meta name=\"description\" content=\"Discover key insights from the Sandler Research Center Survey on the top challenges faced by sales leaders. 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