Trend Reports
A View From The Field: Sales Reps’ Perspectives on Selling Today
This trend report investigates how field sales challenges, approaches, and performance have evolved.
The current state of B2B field sales
- It’s getting harder to hit quota. 47% of field sales representatives achieved less than 80% of their quota last year.
- Access is critical. 45% of reps told us their biggest challenge is getting access to new accounts.
- Sales’ satisfaction with their marketing team is up significantly. 63% are satisfied with marketing vs. 38% in 2019.
In 2019, BAO conducted a market research study of field sales reps at B2B tech organizations to understand their challenges, approaches, and results. We recently conducted a similar study of 157 field sales reps to see what has changed over the last few years and what remains the same.
The BAO Trend Report
A View from the Field: Sales Rep’s Perspectives on Selling Today
Presents the complete findings of the study including:
The top challenges facing B2B tech sales today
including a deep dive on the challenges with leads received through marketing's lead generation efforts.
Insights into the most important objectives
and effectiveness of sales development teams in supporting field sales.
Ratio of inside to outside reps
including the most common team ratios among B2B tech sales organizations.
AI in the sales process
with a look at how prevalent AI currently is in the tech sales process.