FIVE KEYS TO LEADING, ENABLING AND MANAGING HIGHLY EFFECTIVE REMOTE SELLING TEAMS
The coronavirus pandemic has displaced field sales teams and accelerated the adoption of virtual selling channels. Sales productivity has dropped by 20%, as executives struggle to adapt to managing, enabling, and measuring remote selling teams. 98% of sales leaders report their businesses will be disrupted for at least five sales quarters. Growth leaders universally agree their commercial models have changed forever and see the crisis as an excellent opportunity to transform the customer experience. The decisions they make about sales cuts, budgets, and investments in the next 16 months of the recovery will disproportionately define their future profitability and competitiveness in the new buying reality. Unfortunately, they have limited time, resources, and margin for error to transition to a virtual selling model. Two thirds will be operating with smaller sales budgets.
To help growth leaders make the smartest possible choices, the Revenue Enablement Institute and the Sales Management Association conducted a survey of sales leaders. The Remote Sales Productivity Report communicates findings of that research and outlines five actions sales leaders must take today to both improve remote sales team productivity and set the stage for selling effectively in the recovery.