2020 State of SMB Sales
In this whitepaper, we take a look at what has changed for SMB sales teams in recent years, the main issues facing SMB sales teams, and the role of technology at small and mid-sized companies.
Published June 9, 2020
Last updated September 15, 2021
There are both challenges and benefits to a sales role at a small or mid-sized business (SMB). Working in sales at a smaller company usually means you have few resources to support sales efforts, deal with administrative work, and provide professional guidance. On the flip side, there are usually fewer layers of bureaucracy so it is easier to get things done. SMB sales professionals may appreciate greater flexibility to delight customers or to respond to changing market demands.
This study examines trends in selling among SMBs and endeavors to answer important questions. What has changed for SMB sales teams in recent years? What are the main issues facing SMB sales teams? What is the role of technology at small and mid-sized companies? We have also included a special section exploring the impact of the COVID-19 pandemic.