Recent survey explores how revenue leaders are responding to the disruptions caused by COVID-19.


Revenue leaders are working hard to navigate the COVID-19 crisis. They are seeking a path that makes sense to their company, to their customers and to their team. It is a tricky order to fill.

There is potential wisdom to gather in understanding the actions that other leaders are taking or considering. That is why we crafted the Sales Leadership Flash Survey: COVID-19. To take the pulse of what such leaders are thinking and doing at this point in the crisis. This initial survey ran March 17 to March 20, 2020.

In a nutshell, we see many leaders “preparing for the worst but hoping for the best.” With 255 participants, here are some preliminary observations:

  • 96% of respondents expect to take a revenue hit
  • 48% feel it is too early to quantify the extent of this hit, though 23% feel it will be significant
  • 64% are shifting to virtual forms of account coverage
  • 91% have instituted travel restrictions or outright bans

That said, revenue leaders are taking a highly principled approach toward their teams:

  • 69% say they are not contemplating a change in headcount
  • Over 50% are considering some form of quota relief
  • Over 50% are considering some form of pay guarantee

To quote one respondent, “This is when tone counts. We need to protect our team AND take care of our customer. This is our rallying cry.” That is what revenue leadership is all about.

If you have any questions or would like to schedule some time to discuss the survey findings, contact us. Our recent article on Revenue Leadership Actions for Disruptive Times might also be of interest.

Gary Tubridy
Senior Vice President

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