3rd Critical Factor for Success: Develop a team of master virtual sellers

Build your 2021

Ultimately, the goal is to develop a team of master virtual sellers, but in order to do that, we have to overcome some hurdles. 

Virtual Selling Challenges

New Skills & Coaching

  • Coaching is the key to supporting skill mastery. Training alone vs. Training with Coaching has a four-fold impact on one’s ability to master a skill. So if you’ve done a ton of training with no coaching, the majority of your efforts have gone to waste.
  • Coaching delivers results. Studies show that sales reps with highly effective coaches delivered a higher percentage of sales; similarly, sales reps with coaches who follow a formal coaching process and spend more time being coached significantly out-perfomed those who spent minimal time being coached.
Virtual Coaching

The most powerful form of coaching is Observational Coaching, which can be done through the virtual ride-along; this involves sitting in on the call with the sales rep.

The best form to help someone develop their virtual selling skills is combining training with coaching.
Virtual Selling Tips

Summary
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