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, Gartner recently surveyed CSOs — a remarkable 23% reported plans to permanently shift field sales to virtual sales roles, and another 36% said they were unsure.

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