Virtual Selling

Develop a strategy to support sales in a virtual selling environment

Virtual selling insights

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 virtual selling is likely here to stay. In fact, CSOs expect 60% of the sales force will remain operating virtual. The key to a more permanent shift toward virtual selling is a shift in enablement strategy.

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Support your sales force in a virtual selling environment

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    Build an infrastructure that supports virtual selling

    The onset of global quarantine forced sales leaders to move quickly to develop sellers’ tactical virtual selling skills. Over time, however, the far bigger challenge — and opportunity — for B2B sales organizations is adopting an organizational perspective to virtual selling and rethinking how sales works across a range of critical dimensions.  In fact, 74% of CSOs report they have recently or are currently updating their seller skills profile for virtual selling, and 61% of CSOs are already investing in new technology to enable virtual selling

    Leveraging  technology to improve virtual sales training.

    Virtual selling insights you can use

    Gartner’s virtual 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 virtual sales training program to build

    Sales enablement leaders have a variety of technology options when it comes to designing and delivering virtual 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 virtual 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 virtual 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 virtual 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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    Gartner research provides so much — contains valuable and relevant information. If I were to hire consultants to come up with the same kind of problems and challenges and roadmaps to solutions, it’d be far more expensive than having a subscription with Gartner. So, I see it as a cost-effective way of getting information that’s timely and relevant and is seen as unbiased and credible.

    Kibo Bodoegaard

    VP Sales, Wilhemsen Ships Services

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