The following three steps will help sales organizations transition to the new virtual selling world successfully:
1. Require-take the time to define the requisite selling skills that are needed in the new virtual selling world. This could include things such as eye contact, quality of voice, technology navigation of tools, narrating a PowerPoint presentation while maintaining eye contact, etc.
2. Practice practice practice-this cannot be stressed enough the new selling world presents a unique opportunity for teams to reinvest travel saving time into practice. Every year it is estimated that 48 to 52% of sales people do not hit their quotas. We cannot argue with the fact that practice, scheduled practice sessions, will be immensely helpful.
3. Score- the new virtual selling will provide time to create a deeper understanding of our own reality. What is meant by this is we can now capture and live as well as simulated selling sessions people's true ability. Think about scoring people factually by counting the number of open-ended questions versus close ended questions, or the number of benefits they deliver versus the number of features they deliver, or how many times they interrupt during the presentation versus the number of times they demonstrate active listening.
About Allego:
The following three steps will help sales organizations transition to the new virtual selling world successfully:
1. Require-take the time to define the requisite selling skills that are needed in the new virtual selling world. This could include things such as eye contact, quality of voice, technology navigation of tools, narrating a PowerPoint presentation while maintaining eye contact, etc.
2. Practice practice practice-this cannot be stressed enough the new selling world presents a unique opportunity for teams to reinvest travel saving time into practice. Every year it is estimated that 48 to 52% of sales people do not hit their quotas. We cannot argue with the fact that practice, scheduled practice sessions, will be immensely helpful.
3. Score- the new virtual selling will provide time to create a deeper understanding of our own reality. What is meant by this is we can now capture and live as well as simulated selling sessions people's true ability. Think about scoring people factually by counting the number of open-ended questions versus close ended questions, or the number of benefits they deliver versus the number of features they deliver, or how many times they interrupt during the presentation versus the number of times they demonstrate active listening.
Website