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The following is the U.S. sales industry report 2020 From Lingying recommended by recordtrend.com. And this article belongs to the classification: research report, network marketing.
LinkedIn released the “2020 U.S. sales industry report.”. The highest quality that B2B buyers value in salespeople is not always the same as what sales managers look for in recruitment. 42% of buyers value active listening, but only 26% of sales managers value this trait.
In the survey of more than 500 buyers and 500 salesmen, active listening was considered as the most important quality of salesmen (42%), and problem-solving ability ranked second (38%). Other top traits included self-confidence (38%), relationship building (34%) and oral communication (27%).
When comparing the characteristics that sales managers look for in recruitment, the ability to solve problems ranked first (34%), relationship building ranked second (33%), and self-confidence ranked fourth (29%).
In addition, although industry expertise (23%) ranked eighth among the features buyers wanted, it did not rank in the top 10 among sales managers, and only 15% of respondents mentioned this.
When the sales staff have a clear understanding of the buyer’s business needs (56%), a clear understanding of the buyer’s role in the decision-making process (51%), providing personalized communication (47%), and targeting the right personnel of the company (43%), the buyer is more likely to consider the brand.
The characteristics of a good salesperson
Half of the best performers (49%) said their marketing leads were excellent, compared with 27% of their peers.
The best performing salesmen were more likely to spend their time on training (33% vs. 26%) and to receive training from external sales experts (46% vs. 38%).
Due to the influence of covid-19, about 3 / 4 of the respondents (77%) participated in more virtual meetings, another 44% expected that the responsiveness of outreach would be reduced, and the same proportion reported that the sales cycle of customers had been extended.
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