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

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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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