The Adaptability of B2B Sales Teams in Uncertain Times


Sales doesn’t like uncertainty. As a profession driven by numbers in black and white, sales leaders have spent decades wrestling with ways to avoid it. As a community, B2B sales has conducted training, improved processes and implemented technologies all designed to facilitate sales motions and bring greater certainty to forecasts and revenue. Even so, uncertainty remains.


Our latest survey conducted by research firm Coleman Parkes, we explore the findings of an international 'pulse check' survey of 300 B2B sales professionals across the U.S., U.K. and the Nordics in July and August of 2022.


In this report, you can expect to learn:

  • The top challenges salespeople face
  • How satisfied salespeople are in their roles
  • Why Sales is getting harder or easier
  • The latest on remote working: will sales go back to the office or not?
  • The prevalence of an impending economic downturn in sales conversations
  • The most useful activities for sales onboarding
  • How to better support Sales

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