Soar to Success November 2020

S ales teams are adapting to the new normal and many once face-to-face meetings are being replaced with virtual meetings. What challenges are sales teams experiencing and how do we coach and train salespeople to be effective in a virtual sales environment? Prior to Covid-19 salespeople achieving quota has declined each year since 2016 and I predict less than 50% of salespeople will achieve their sales goals in 2020 if they do not adapt quickly. If you have not trained your once F2F salespeople how to sell virtually it is very likely 60% of your sales team are struggling today. We recently conducted customer research for a distributor and just over 60% of their customers shared they preferred virtual selling to face-to-face meetings. By Mark Allen Roberts How To UP Skill Face- to-Face Salespeople for Virtual Sales What are the top sales skills virtual sales teams must improve? #1 Sales Mindset The first place we need to start to gain any sales velocity is to understand your sales team’s mindset and reframe any limiting beliefs. “You are helping your customers solve problems and overcome challenges not selling them something they do not need!” #2 Sales Skills Sadly less than 50% of sales teams have received sales skills training. I suggest you assess your salespeople and pay particular attention to skills needed in virtual selling like: Qualifying, Active Listening, Comfort