State of field sales today : Everything about field sales has changed — from the trivial to the foundational. From client lunches to onsite meetings, the once standard parts of the field sales playbook are now largely few and far between as a result of COVID-19. And the loss of these seemingly minor interactions is having significant consequences.
The vast majority of reps — 79% — say they’ve had to adapt to new ways of selling, while 7 out of 10 sales leaders reported they were retraining field sales reps to sell from home, according to Salesforce’s State of Sales report, which surveyed nearly 6,000 sales professionals during the pandemic.
Meeting in person is still a valuable strategy for making connections with customers. But teams must be thoughtful about when and how they engage. Salespeople must take special precautions to keep themselves and their prospects safe.
Buyer behaviors are shifting, too. Some businesses may be scaling back as COVID-19 punches a hole in revenue. Others may be scrambling to keep up with sudden demand. The need for a trusted advisor is critical.
Your strategy must change to keep up. This guide will show you how to get your field sales teams back to closing deals and growing revenue. You’ll learn how to:
Included chapters in this e-book:
- Chart a new course
- Smartly navigate the field
- Coaching for success
This article is posted at salesforce.com
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