COVID-19 and current market trends are driving our customers to change their sales approach. Salespeople once accustomed to selling in person are now confronted with selling via email, telephone, digital platforms, and social media. Salespeople are struggling to access and engage customers in this new environment.
As a result, there has been an enormous amount of attention brought to anything that has the word virtual associated with it: virtual meetings, virtual learning, virtual teams, and, of course, virtual selling. The reasons are obvious, perfectly understandable, and largely appropriate.
As with anything getting this much attention, there is a lot of good that comes from it. Unfortunately, along with the good has come some misinterpretation of the challenges for sales and confusion about how to respond to those challenges.
For example, we have seen a number of providers hastily prepare and market programs (or perhaps the other way around—market and then prepare programs) as the answer. We are also getting inquiries asking for help with virtual selling or, in many cases, asking for our “Virtual Selling” program. The implied assumption behind this request seems to be that the solution to the challenges sales organizations are experiencing is a training program focused on virtual selling skills.