Emerging Sales Signals: 5 Trends to Consider in 2021

Every year in the sales industry brings new trends and processes for business leaders to consider. Over the last few decades, we’ve seen the rise of everything from e-commerce, to virtual reality sales. As technology continues to evolve, the possibilities of what could come next are endless. 

While it’s impossible to predict what 2021 and the years beyond may bring to sales, assessing the confusing marketplace in 2020 does give us some useful insights to use as a launchpad.  

To help companies of all sizes approach the new year in the right way, the team at Revenue Grid used data from over 550 cutting-edge B2B sales teams to help track down the most important trends in the future. Here’s what we discovered for 2021.  


1. Channels in the sales playbook are evolving 

The number of touchpoints necessary to transform a cold lead into a completed sale is evolving, which means a lot more pressure for today’s agents. Even before the pandemic began in 2020, the sales journey was growing increasingly complex. Studies found that around 18 percent of deals took more than a year to close fully – a common concern in the B2B landscape.  

Our research into the sales teams from 2020 found that before the pandemic emerged, the average number of touches in the sales cycle was around 17. After the COVID-19 issue hit, that number leapt to a massive 26. The number of calls required to speak to a company’s internal team increased to almost double (Read more...)