Field Reps to Trusted Advisors: Adding value to F2F, email, and video interactions
In the old world of sales, nothing was more important than getting face time with a customer or potential customer. Being a road warrior was part of the job. However with the pandemic continuing to escalate and the old world of sales quickly disappearing, many sales organizations embarked on initiatives aimed at redesigning processes that brought their teams into the new world of sales.
McKinsey researchers found that sales leaders were initially skeptical of how well salespeople would perform when working from home. However, that opinion is changing rapidly. Between April and May 2020, the number of participants in McKinsey’s survey saying the new sales model was as effective or more effective rose from 54% to 64%. Also as of May 2020, 32% said they were “very likely” to sustain these shifts for another 12 months or more after the COVID-19 crisis passes, and another 48% are “somewhat likely” to do so. That’s 80% leaning toward sticking with the new way to sell for a long time to come.
Honeywell VP of Global Sales Charles Forsgard spoke with me on why traditional CRM and the old world of sales won't cut it in today's environment in the latest episode of Habits of Highly Effective Salespeople.
