Looking to 2025

Way ahead

50% of chief sales officers will shift focus from being leaders of sellers to leaders of selling.

Sellers will pivot from being the source of information to helping customers interpret information, irrespective of source.

Shift to digital

  • B2B buyers spend only 17% of entire purchase journey with salespeople.
  • Due to deal complexity with multiple suppliers, salesperson gets about 5% of customer’s total purchase time.
  • 44% of millennials prefer no sales rep interaction at all in a B2B setting.


Uncertainty leads to a 30% decline in customers’ ability to reach a purchase decision at all, and a 42% reduction in the likelihood of purchasing a premium product.

For more information, see: “Future of Sales 2025: Deliver the Digital Options B2B Buyers Demand”, Gartner,


Looking to 2025