Is it really time to travel again?
Following the dramatic collapse in world economic activity, caused by the COVID19 pandemic, economies are showing signs of growth and are gradually opening up again.
Localised lockdowns and ongoing concerns about safety in in the workplace, coupled with continued travel disruption and enforced self-isolation for returning travellers, are having a major impact on the ability of sales professionals to work effectively in the ‘new reality’.
At Digital Distance, our research shows that there has been a significant change in perspective as to what is desirable to both sellers and buyers with regards to face to face engagements. It may now be possible to fly or take the train to your next customer meeting, however that does not mean it is the most desirable means to engage for either you, your colleagues, or your customers.
Consider these points before arranging your next customer engagement:
- Are you and your team completely comfortable with travelling?
- Will you and your colleagues be in a safe environment throughout the journey, one where social distancing is possible and the physical environment has been adequately sanitised?
- Does your customer welcome the face to face contact with you and your team?
- Will your customer’s location provide for a sufficiently safe, secure and productive meeting?
- Is your customer comfortable with travelling to the meeting venue themselves?
If the answer to any of the above questions is “no” then consideration should be given to facilitating the meeting through a virtual medium.
The perceived risk to this virtual approach is a lack of customer engagement. However, master the art of virtualised sales meetings and we know the opposite can be true with a less formal environment and more comfortable surroundings for all parties leading to a more fruitful and engaging encounter.
There are additional benefits too, your expense costs are reduced, a welcome outcome where sales OPEX is being squeezed. More time and effort can be focused on achieving customer outcomes rather than travel and, with a view to the health of our planet, the carbon footprint for both you and your customer will be reduced.
Successfully adapting to this new reality requires new skills and approaches. Digital Distance specialises in enabling sales effectiveness and delivering best practice via digital/virtual methods. What better way is there for your sales team to learn, practice and develop new techniques than via the medium they will most likely use with their customers?
Come and talk to us about how we can deliver tangible business outcomes to you in this disrupted world.