Effective virtual selling is more than turning your camera on.
Unprecedented market changes over the last 6 months have brought unprecedented sales management challenges. In the early days of the pandemic, leaders worked to stabilize and refocus their teams.
We've moved past the immediate triage efforts. Sales organizations are shifting away from managing the day-to-day dynamics. They're now planning for long-term success in the post-Covid world. No one knows the exact timeline, but we do know that the pandemic will drive seismic and long-lasting shifts. This is especially true when it comes to traditional field-based sales models.
The best companies are preparing their sales organizations to thrive in new reality. That work and thinking is happening as we speak.
For sales teams with large field-based sellers, the changes will likely be significant. This includes tackling long-standing and well-known gaps in field seller roles, processes, and management. It also means reassessing and innovating every aspect of the field model:
- Territory and segment assignments when physical geography means so little
- Roles and organizational design given the blurring of historical differences between "inside" and "field" sales
- Sales management practices and coaching effectiveness in a socially distant world
- Tech and tool implications given the need for greater transparency into seller performance
One thing is clear: Teams that adapt the fastest will win.
We’re excited to launch our latest research project to help your sales organization prepare for 2021 and beyond. We're sampling sales teams across industries and markets to better understand how field sales is changing. What does success look like? What are the emerging best practices? How do we enable and lead future field sellers effectively?
Please take 5 minutes to share your perspective on the state of field sales. As a participant, you will receive a free summary report once the research is complete. Your responses will remain anonymous and company-specific details will not be shared.
About The Author
Ralph is a partner with The Brevet Group, and for 20 years he has led sales performance teams in the United States and Asia. Recently he also served as a sales leader in both the media and technology industries. Ralph’s work has focused on a unique blend of management consulting and sales enablement to help companies execute their sales strategies. Prior to this role, Ralph was the APAC sales effectiveness leader at Mercer.