According to McKinsey research, digital-enabled sales interactions are now twice as important to customers post Covid-19 as the pandemic has accelerated this change by more than 5 years. From our own experience of clients' needs over the last 12 months, providing social selling training has shot to the top of the agenda for many. Adopting a virtual approach been never been more important, the fact that face-to-face opportunities simply aren't possible anymore means that sales people have to rapidly switch to selling in a virtual environment.
Relying on a digital marketplace to drive revenue and leads is entirely possible, yet without adequate training, support and tools, this can be an uphill battle for sales teams.
Recent Gartner research showed that 66% of challenges to virtual selling are internal and that sales managers have a vital role to play in empowering their sales people with virtual selling coaching...and also in embedding a new mindset to selling.
Sales people themselves sometimes need a little encouragement (or a lot!) to adopt new digital techniques to their outreach, so here are a few statistics which might help convince them that the virtual approach is worth it!
- 90% of B2B decision makers never respond to cold outreach (Harvard Business Review)
- IDC found 75% of B2B buyers and 84% of C-level executives consult social media before making purchasing decisions (IDC)
- 92% of B2B customers are willing to engage with sales reps who have positioned themselves as an industry thought leader via social media posting (LinkedIn)
Has your organisation taken steps to equip your sales people to sell in a virtual environment?
With B2B selling taking on an entirely virtual identity, many organizations have turned to digital marketplaces to drive revenue and leads. However, the transition to digital may not be as glamorous for frontline sales. New research from Gartner Inc. revealed that 93% of sales reps experience challenges that negatively impact their selling capabilities in a virtual environment, with 58% needing dedicated coaching sessions from sales managers to merely function. According to Danielle McKinley, Director of Research and Advisory in the Gartner Sales practice, 66% of challenges to virtual selling are internal, and it’s up to sales managers to take charge. She explained that this includes overhauling an organization’s sales coaching culture, as it is the lynchpin for true virtual selling success.