By Swatil Binte Mahmud, Blogger, Lava Protocols
The pandemic has upended businesses across the world and lockdowns lead towards utter domination of online shopping. According to Time, “Consumers are increasingly shifting towards online shopping. Many of these shoppers may not get back to in-store shopping when the current state is over.” In 2018, a survey of more than 2,900 sales professionals worldwide showed that virtual sales were on the rise. In 2021, numbers show virtual selling has gone into hyperdrive. Virtual sales are no longer just a trend; it is now the way we work, sell, and buy.
With advancements in technology and the rise of artificial intelligence (AI), salespeople now have the tools they need to find leads and close sales quickly without leaving home. Sales reps are increasingly likely to chat with a customer or prospect through a video chat rather than meet them in person. Sales organizations have ramped up their efforts at connecting virtually three times faster than in-person sales.
In March 2021, Salesforce asked 250 sales reps about their expectations for growth a year after the pandemic began. The numbers say it all!
How Do Virtual Sales Affect Your Sales Teams?
Managers are rethinking sales, staffing models. Salesforces’ research examined high-performing teams (those at companies with increased year-over-year revenue) and found they were more likely to hire inside sales staff. The adoption of new technology like video-conferencing tools, AI software, and mobile apps made this possible.
However, does this mean field-sales reps can get comfortable at their home offices? Not really, field sales will still play an important role in building customer relationships as 71% of sales reps said building personal rapport has a substantial impact on converting a prospect.
Time To Bring In More Training and Team Support
In 2021, Salesforce conducted a sales rep survey which revealed that they need additional support and training to truly thrive in a new, digital-first selling environment. Reps generally feel good about their ability to meet quotas remotely (63% can access customer data from anywhere), but they also said that virtual selling presents a lack of preparation. Only 32% of reps said they received excellent training for this new reality.
Preparing For The Future
Customers expect connected, personalized, and most importantly fast engagement from sales teams and brands. Given the shift in sales, sales teams that can adapt quickly will be increasingly effective in a digital-first sales environment. You can do this by scheduling regular check-ins with reps, provide guidance on keeping sales calls impactful and short, and offer ideas for making calls interactive.
Celebrated sales coach and speaker Larry Long Jr. said, “Virtual sales are definitely the new normal. Businesses can have this imposed on them, or they can write a new script. The best organizations are writing their own playbook.”
We hope you will write your own playbook for virtual sales immediately and effectively.
Lava Protocols is an authorized Salesforce Partner. Want to manage a remote sales team? Drop us an email to schedule your demo: hello@lavaprotocols.com.