It's been roughly three months since workplaces around the globe underwent a major shift. Conference rooms turned into living room lounges, and break rooms transformed into kitchen counters. While this unexpected work-from-home experiment has generally been effective, it hasn't quite replicated the traditional office experience. Things aren’t business as usual, but life must continue.
The pandemic and lockdown have permanently altered the business landscape. Over the coming years, we will see changes in sales and marketing trends, consumer behavior, and office culture. This transformation begins with salespeople adapting to new business methods, which will have a direct impact on Getyn as a CRM provider.
Getyn CRM mobile usage stats are in!
In recent months, we've noticed significant shifts in how salespeople are utilizing the Getyn CRM mobile app. These developments have provided us with valuable insights into future trends, and we wanted to highlight five key trends that could influence the future of sales.
1. Decline in the nearby map’s usage and check-ins
Let's start with the most evident change: salespeople are no longer traveling to meet clients, and the impact is clear. During the lockdown, check-ins through the mobile app dropped by over 73%, and the use of nearby maps decreased by nearly 60%. Both features are essential for field sales representatives, so this decline highlights the significant impact the lockdown has had on this sales segment.
While industries like real estate still depend on face-to-face meetings to close deals, the shift in consumer behavior is notable. Even with restrictions lifted, many customers are likely to continue preferring virtual interactions. This situation has compelled numerous businesses to reconsider their sales strategies for the post-pandemic era.
2. Increase in activities and notes
The reduction in client meetings and commuting hasn’t slowed down salespeople’s productivity. In fact, working from home has led to a notable increase in activity, with a 22% rise in the number of tasks logged. With more free time, many are catching up on tasks they previously delayed.
Additionally, the creation of notes has risen by over 29%, indicating that deals are progressing, and customer relationships are being strengthened despite the challenges. Perhaps most importantly, salespeople now have the opportunity to focus on data entry—often considered the least exciting part of the job. This shift is a significant win for productivity.
3. Increase in calls, decline in emails
One of the less challenging aspects of the work-from-home transition has been communication. With a plethora of robust, scalable, and mobile collaboration tools available, maintaining conversations has been manageable. During the lockdown, the volume of calls increased by over 55%, compensating for the reduction in face-to-face interactions and break room chats.
Conversely, the use of mail magnets dropped by over 68%, highlighting the shifting role of email as a communication channel. While email isn’t disappearing anytime soon, the lockdown has led us to adapt to a lifestyle where texting or calling—whether for colleagues or clients—is simply more convenient.
4. Decline in the # of approval requests made
Another notable observation is that the number of approval requests has decreased by 16%, despite the rise in activities and calls. This decline can be attributed to a leaner sales funnel and improved connectivity between sales teams and their managers. With real-time communication about deals, formal approvals may no longer be necessary.
However, being away from the office might require salespeople to make more independent decisions. This shift isn't due to a reduced importance of approvals, but rather because flexibility is crucial in the current environment. With leads not being abundant, successfully attracting new customers depends on a system that empowers salespeople to use their own judgment.
5. Decline in the # of records added, increase in # of updates made
The reality is that business has been challenging for many, and the 28% drop in new records during the lockdown reflects this. It’s no surprise given the current climate, where making tough financial decisions is especially difficult for B2B companies. However, this period will pass, and better days are ahead.
Interestingly, despite the significant drop in new records, the number of updates made to existing records actually increased. This positive shift highlights a key focus for many companies: customer retention. During this financial crisis, businesses are coming together to support one another. Strengthening customer relationships now will pay off when conditions improve and the world moves toward recovery.
