As customers get more comfortable with buying virtually, their expectations are going to continue to go up. And that means, when it comes to remote sales, your team needs to keep raising its game.
Remote sales is the reality for most companies now, and likely will be for the foreseeable future. In fact, in some areas, virtual is here to stay. According to a recent Bain & Company survey, 80% of buyers and sellers believe there will be a sustained increase in virtual interactions going forward.
But unlike most sales process changes, this transition to virtual selling didn’t happen in a gradual way, with deliberate planning and carefully rolled-out coaching, training and support. It wasn’t really a transition at all; it was more like the flip of a light switch. Yesterday, you were visiting clients in person; today, you’re mastering the finer points of Zoom.
Some sales teams adapted fairly quickly to this