Be Successful at Remote Sales

Develop a strategy to support sales in a remote selling environment

Sales leaders must adapt to remote sales as the new reality

The ongoing pandemic has forced frontline sellers to swiftly adjust their selling activities for the virtual environment. While initially perceived as a short-term adjustment in the sales approach, the uncertain nature of the pandemic, as well as the promise of cost savings in the future, indicates that remote sales is likely here to stay.

Download the framework to create a clear strategy to support your sales force in a remote selling environment

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    Many sales leaders are already exploring ways to equip and engage sales teams by investing in new tools for virtual success.

    Doug Bushée

    Gartner

    Build an infrastructure that supports remote selling

    The onset of global quarantine forced sales leaders to move quickly to develop sellers’ tactical remote selling skills. Over time, however, the far bigger challenge — and opportunity — for B2B sales organizations is adopting an organizational perspective to remote selling and rethinking how sales works across a range of critical dimensions.

    Leveraging  technology to improve virtual sales training.

    Insights you can use

    Gartner’s remote selling insights, advice, data and tools help sales move beyond the hype of predictions to prepare organizations to leverage the opportunities ahead of them.

    Decide what remote sales training program to build

    Sales enablement leaders have a variety of technology options when it comes to designing and delivering remote sales training. Gartner can help give you the information you need to leverage that technology and build virtual sales training programs that improve how you provide training to your sellers.

    Successfully adjust to the reality of remote selling

    Virtual selling is here to stay, requiring sales leaders to invest in infrastructure and revise the format of sales kickoff events and training. Gartner can help you position your organizations to gain customer confidence and trust, accelerate your renewed go-to-market strategies and drive growth.

    Review and align remote selling with new buying realities

    Progressive sales enablement leaders realize they must guide sellers to stop assuming live meeting practices transfer 1:1 to virtual settings. Gartner can help you develop a remote selling strategy in two key areas: Virtual customer engagement and virtual seller enablement.

    Prerequisites to virtual selling success

    Where some CSOs might have previously seen virtual selling as a recovery strategy, many are reconsidering this moment as the entry into the era of virtual selling. Gartner can provide recommendations to improve sales execution while your sellers are bound by travel restrictions.

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    Kibo Bodoegaard

    VP Sales, Wilhemsen Ships Services

    Gartner topic experts

    Gartner’s sales experts span the globe to support sales leaders with their most important initiatives, no matter where they are. Meet a few of our leaders.

    Brent Adamson headshot

    Brent Adamson
    Distinguished VP, Advisory

    Doug Bushee
    Sr Director Analyst

    Brian Cain
    Director, Advisory
    Scott Collins headshot

    Scott Collins
    VP, Team Manager
    Tom Cosgrove headshot

    Tom Cosgrove
    Sr Director, Advisory
    Matt Dudek headshot

    Matt Dudek
    VP, Team Manager

    Cristina Gomez
    Managing VP
    Shayne Jackson headshot

    Shayne Jackson
    Sr Director Analyst
    Rick Karlton headshot

    Rick Karlton
    Managing VP
    Danielle Mckinley headshot

    Danielle McKinley
    Director, Advisory
    Nick Toman

    Nick Toman
    Distinguished VP, Research

    Gartner is a trusted advisor and an objective resource for more than 14,000 enterprises in 100+ countries.

    Gartner for Sales provides sales leaders with the insights, advice and tools they need to address their mission-critical priorities.