This is a major factor for companies wanting to do any of their sales remotely. In order to be effective, different skill sets are required. 74% of CSOs reported that they have recently or are currently updating their sellers’ skills proficiency for virtual selling and 61% are already investing in new technology to enable virtual selling. That’s a big investment.
The major concern though, is how effectively that technology is being used. Without follow-up and reinforcement, those skills will wither away. We know that practice, practice, practice is a huge determinant in whether or not new skills are being used. (of course, it needs to be the right practice too.)
Making a mistake can have some very real consequences. If a salesperson has a bad experience with the technology their reluctance to use it again is very high. Their self-talk around it is very negative, if not catastrophic. Sales leaders cannot underestimate the power of self-talk, those conversations we have with ourselves that are guided by our beliefs. This self-talk can hold salespeople back if they are comprised of self-imposed limits. Early in COVID, when the technology was still so very new for most people, one of our clients experienced a catastrophic experience using it with a prospective new client. They weren’t familiar with the technology that their prospect wanted to use. As a result, they fumbled at the beginning and never recovered. The catastrophe – a lost sale that was almost a slam dunk. The president of the company “walked out” on the call saying, “If they can’t get this right, how will they get what we want right?”
Advancements and new tactics are continually emerging as more and more sales reps become familiar with and are using technology to succeed. To stay even with their competitors, sales people need to at least keep up. If they are not comfortable with what you already have in place, keeping up will be even more frustrating.
