The COVID- 19 pandemic is creating profound changes in how sales professionals engage with clients. While some sales professionals will likely return to their offices, the way they engage with clients has fundamentally changed since most sales call will take place virtually. Additionally, the quality of sales conversations will need to improve since many sales reps became way too reliant on existing accounts and are now faced with the difficult challenge of rebuilding their sales pipelines.
Like many, I‘ve spent plenty of time watching Netflix during the COVID-19 lockdown. I recently came across Salesman, a fantastic documentary from 1969 that follows four salesmen working for the Mid-American Bible Company as they sell expensive Bibles door-to-door in low-income neighborhoods.
As a basketball fan (sorry to say NBA season is still on hold), I had to think really hard about the use of the term “rebound” as opposed to “recovery.” When I think about the term rebound, it conveys an image of something that happens relatively quickly; the player misses the shot, and the ball bounces off the backboard or rim very quickly. Given that businesses are starting to re-open at different paces depending on industry and geography, I struggled with this idea of the economy recovering that quickly.
We recently hosted a webinar with Sam Herring from Intrepid by Vitalsource to discuss how to make the pivot to Virtual and Digital Learning.
I recently presented to the Women Business Owners (WBO) association on this topic. It was interesting to share thoughts and hear business owners' perspectives on how we can best engage with customers during this crisis.
In the span of a few weeks, the work world has shifted en masse from regular offices to working at home as a result of the COVID-19 pandemic. For sales organizations, this means moving everything to virtual, including training.