Many companies have been transitioning to a more hybrid sales model that combines online and offline channels to optimize their sales processes and improve productivity.
Mercuri International’s latest study of over 800 companies across Benelux, Finland, France, Italy, Sweden, the UK, and Germany, shows the leverage of online customer visits on sales capacity is 4 times higher than on-site visits, making the future of sales clearly hybrid.
According to the study, there was a 44% decrease in on-site visits and a 137% increase in online visits in 2021 compared to 2019. Despite this shift, sales targets were exceeded by 103% during the same period, indicating that the adoption of a hybrid sales model could contribute to a boost in sales productivity.
As companies continue to transition to Hybrid Selling, effective management of this change is critical to future business success. To successfully engage with customers across multiple channels, businesses need to invest in the right technology and training for their sales teams. Finding that balance between online and offline interactions will be key to providing a personalized and seamless customer experience. View the survey results in the infographic.