Many companies have a mix of traditional field and remote sales, with key accounts or more curated purchases usually receiving close personal attention through a traditional field or in-person channel. Sustaining that level of attention is now impossible, and will require a radical shift to remote sales.
Even if travel restrictions loosen, conducting “normal” field sales will be very inefficient for at least the next two years. The expense will drive up cost of sales, never mind the general burdens of traveling in a social-distancing world.
In this webinar, Simon-Kucher’s Sales experts explore the new skills that sales organizations need to become experts at remote selling, and how companies can actually benefit from this shift to remote.