Remote Selling for National Account Managers

Speaking to many Sales Directors it seems remote selling has brought some benefits, along with many challenges

In these discussions on sales productivity we've been debating whether this new way of working is here to stay and if so, has it shifted the balance of power between suppliers and buyers?

And most importantly how do sales organisations need to adapt to be effective moving forwards?

We have run a survey asking senior sales managers across a range of industries a few quick, but hopefully thought-provoking questions to look at predictions for sales over the next 12 months, highlighting the benefits of remote selling as well as the key challenges it brings.

The results below are interesting and show how industries have noticed the challenges ahead:

• The Majority of Sales Leaders feel remote selling is here to stay
• Sales leaders perceive the benefits to remote selling focus on efficiency rather than efficacy
• Remote selling also appears to have saved time within meetings, reducing meeting costs
• Sales Leaders report an increase in time spent coaching their team, pre and post meetings
• Time for customers to make decisions appears to vary depending on the role the business plays
• 1/2 the suppliers we surveyed feel that remote selling has shifted the balance of power to the customer
• Remote working is also affecting many sales teams who are missing office & corridor chats

In summary? Remote selling is here to stay. The challenge for sales leaders will be to improve efficacy alongside efficiency.

Download our free report for a summary of the insights into remote selling

And please contact us if you'd like to discuss how we can help you energise and increase the performance of your national account teams!