How selling is changing for the virtual marketplace and what that means for sales training.
Estimated reading time: 5 minutes.
If you have accountability for sales training, join our Zoom roundtable on June 2, 2021 at noon ET. More info below!
The challenge
Virtual selling is here to stay. More than 97% of organizations expect current changes to be permanent. And new research has revealed a number of emerging trends for sellers to be concerned about:
It's taking more time to close deals.
More concessions are being requested.
New stakeholders are making decisions.
https://www.linkedin.com/pulse/14-virtual-selling-skills-you-need-now-douglas/
A recent survey by RAIN Group shows that buyers, too, find the new virtual sales environment challenging:
Only 26% of buyers believe sellers are skilled at virtual needs discovery.
34% of buyers report that sellers are skilled at showing them what’s possible.
26% of buyers say sellers are competent listeners.
The survey also highlighted common mistakes experienced by buyers:
Using poor or no visuals during online meetings: 86%
Not responsive to my question or concerns: 84%
Lacking presentation skills: 80%
This is just a sampling of the data out there. And there is more to be had. These trends point to the need to develop new client engagement skills to succeed in the virtual selling environment. When you know the challenges, and know which sales skills your sales teams need to improve, you can adjust accordingly.
Skill up your sales team for success in today’s virtual marketplace!
Practica Learning is offering a Zoom roundtable for leaders that will detail how the sales process is changing in today’s virtual world, and how learning and development is struggling to keep up; and will identify the trainable skills your sales teams need to effectively counter today's selling headwinds.
Our 45-minute interactive session is intended for:
Sales learning and development professionals
Sales operations professionals
The roundtable will be hosted by Doug Robertson, Assistant Vice President Business Development. He brings 17 years of sales training leadership. During the workshop he will provide the most current data on today’s virtual marketplace, poll participants on their experiences, and facilitate a dialogue on the specific skills that training and development needs to focus on to build success within their sales teams.
There will be ample opportunity for participants to share their own perspectives, experiences, challenges, and successes.
Roundtable format
During this interactive Zoom roundtable for professionals with influence over sales learning and development, you will:
Review emerging research on how selling has changed in today’s virtual marketplace.
Participate in real-time polls that will augment this research and inform the roundtable dialogue.
Discuss impacts to your salesforce and to your sales training, then compare them to other leaders’.
Review the top three factors that influence buyer purchase decisions and contrast these with sellers’ top three skill gaps.
Leave with tips and tricks that will help address your sellers’ training needs.
You will leave the roundtable with a fuller understanding of:
How the virtual marketplace is changing the selling process and the buying process, and what you can do to help your sales teams convert these changes into opportunities for top line growth.
If you influence sales training in your organization, or if you have direct responsibility for developing sales learning, we invite you join us at our roundtable, which will be announced through our e-blast. Space is limited, so please sign up at your earliest convenience:
E-Blast Sign-up Form
If you’d like to speak to Doug Robertson before the event, please call us at:
Toronto: 647.239.6308
We look forward to helping you transform your sales team to stand out from the competition by meeting and exceeding buyers’ needs and expectations in today’s virtual selling environment.
