Five remote sales trends we observed in Zoho CRM

It’s been about three months since workplaces across the world went through a transformation. Where conference rooms became living room couches, and break-rooms became kitchen counters. This unplanned work-from-home experiment has been successful for the most part, but it’s just not the same. It’s not business as usual, but hey, life has to go on.

This pandemic and the lockdown have changed the business landscape as we know it for good. We’re going to witness the evolution of sales and marketing trends, consumer behavior, and office culture over the next few years. And it all starts with salespeople adapting to the new ways of doing business–which directly affects Zoho, as a CRM vendor.

Zoho CRM mobile usage stats are in!

Over the past few months, we’ve observed drastic changes in how salespeople have used the Zoho CRM mobile app. These changes have given us an insight into what’s coming, and we thought it would be useful to share five key trends that could shape the future of sales.

1.  Decline in the nearby maps usage and check-ins 

Let’s start with the obvious one. Salespeople are not traveling to meet clients, and it shows. During the lockdown, the number of check-ins made via the mobile app declined by over 73%, and the usage of nearby maps fell by nearly 60% overall. Both features are critical for on-field sales reps, and the decline in their usage goes to show how much the lockdown has affected this category of sales. 

Not every industry can make do with Zoom or Zoho Meetings—some businesses, like real estate companies, rely on physical, onsite meetings to close deals. But the problem is that consumer behavior has changed. Even after the lockdown has been lifted, it’s likely that many customers will prefer not to have physical interactions. This lockdown has forced many businesses back to the drawing board to rethink sales in the post-pandemic world.

2.  Increase in activities and notes 

The decline in client meetings and commuting hasn’t stopped salespeople from being busy. In fact, working from home has increased productivity. This is indicated by the increase in the number of activities added—a 22% uptick to be precise. There’s a lot of free time on our hands, and plenty of us are catching up a lot of activities that we’ve put on the back burner.

On top of that, the number of notes created increased by over 29%, which means deals are moving and customer relationships are being built even in these tough times. But perhaps the most important takeaway is that salespeople finally have the time for data entry, the most boring part of work. That’s a big win in our book.

 3.  Increase in calls, decline in emails   

One of the least challenging aspects of the work from home transition has to be communication. There’s no shortage of collaboration tools, and they’re robust, scalable, and mobile enough to keep the conversations going. During the lockdown, the number of calls made increased by over 55%, filling in for the decrease in physical interactions and break room conversations. 

On the other hand, mail magnet usage dropped by over 68%, which goes to

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