Post-Covid Sales Configuration and Challenges

  • A hybrid sales structure, breaking the boundary between field vs desk salespeople, is the future of selling.
  • Virtual meetings are here to stay, but face-to-face is important when initiating new relationships and celebrating key milestones.
  • Salespeople are “trusted advisors” to customers. Ensuring quality relationships should remain a priority, especially in a virtual environment.
  • Salespeople’s use of technology increases their productivity, but also increases burnout.
  • Prospecting for new customers online is the most difficult task for salespeople. Digital sales training is a must for sales organisations.

Digital Transformation

  • Younger generations (late millennials and Gen Z) and older generations (baby boomers and early Gen X) have different motivations for adopting new technology.
  • Provide ongoing training and a supportive environment at different stages of your organisation’s digital transformation.
  • A hybrid sales structure could effectively bridge generation gaps.
  • For effective digital transformation, sales organisations need to invest in good CRM systems and support salespeople’s tech capacity – with the right equipment and training.

Sales as a Career

  • Along with solid sales and digital skills, autonomy, resilience, and agility are important characteristics of a successful salesperson in the digital age.
  • Money is not the only motivator for salespeople anymore. Having a set of good organisational values (missions and purposes) and good personal development programmes are important in attracting good salespeople
  • Online social events, training, and flexible work arrangements are important motivators for salespeople working remotely.