As your field sales team face the challenge of restricted face time with your customers and more virtual interactions, they will need to work differently to develop their relationships and ultimately close the complex sale. In a June 2020 survey of CSOs, a remarkable 23% of CSOs reported plans to permanently shift field sales to virtual sales roles, and another 36% said they were unsure – Gartner Framework to Enable Effective Virtual Selling (8th July 2020).
Sales leaders need to prepare sales teams for a far greater virtual sales presence than was expected at the beginning of the pandemic. Sellers must be guided to stop assuming live meeting practices transfer 1:1 to virtual settings and prepare them for virtual-first selling behaviours required to succeed today. This preparation includes improved platforms, right-sizing pitches and content, more thoughtful pre-call planning and increased buyer enablement to support customer decision-making.
The effectiveness of your internal sales team has never been more important to your busines success and enabling them to be the best they can be must be a core strategy.
Sellers need to learn efficiently and effectively to keep pace in today’s business environment and this virtual training enables your sales professionals to learn and practice core sales skills, differentiating themselves in the customer sales process and winning the deal.
Although there is significant focus on delegates learning new sales skills and techniques, there is a focus and continued coaching on their chosen opportunities, ensuring an immediate impact.
Skills Taught
There is an extensive range of skills taught ensuring delegates can teach their customer, tailor their messages and take control of the customer’s buying process. Using their own opportunities, delegates practice their new skills using their digital medium of choice. These skills include:
Delegates will improve their remote customer engagement skills utilising techniques such as:
The training is delivered virtually via a digital medium of your choice and can be scheduled flexibly to suit availability. Pre-work ensures delegates to get the most from their commitment and, on completion, they will receive a course workbook enabling them to refer back to the content at their convenience.
Post-training, group and/or individual video conference calls are scheduled between delegates and Digital Distance professionals to help embed the skills learnt as business as usual, and answer any questions. A virtual or face to face leadership team debrief is also available including recommendations for maximising the effectiveness of the training and future actions.
Distance Selling for Sales your sales teams will benefit from a new set of skills with which to engage your new and existing customers effectively and leapfrog the competition.