Survey Reveals Small to Mid-Sized Businesses Are Struggling and Need a Plan for Re-Entry After COVID-19

Sales Xceleration Inc. conducted a Quick Pulse Survey to Sales Leaders to see how their sales organizations are functioning through the uncharted territory of COVID-19. The results confirmed that 93.4% have been overwhelmingly impacted.

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77.14% of the survey respondents were small to mid-size businesses under $100M in revenue, and the key findings were:

• 54.72% do not have a plan-ahead strategy or plan to create one for their post COVID-19 sales efforts
• 47.17% have either executed sales layoffs/furloughs or plan to in the near term
• 34.9% adjusted quotas or compensation plans for sales reps
• 23.58% have not adjusted compensation plans despite sales being significantly impacted

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Additionally, the survey revealed the biggest challenges companies are facing during this crisis. Key themes emerged from the data, including:

• Loss of revenue
• Prolonged sales cycle
• Pipeline standstill
• Travel restrictions
• Inability to gain facetime with prospects
• Employee safety
• Supply chain roadblocks
• Staffing struggles for essential businesses
• Time and resources to focus on creating a viable re-entry strategy

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