So what is the difference?

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While many companies have been able to flatten the decline of profit, or even do just as well as before the pandemic, there are also more than enough examples of businesses and industries that have struggled in the past few months.

The primary differentiator between companies that have benefited from the pandemic, compared to ones that have been hurt by it, is an investment in their salespeople.

Organizations that thrived during the pandemic sweden telegram data invested heavily in sales training that focused on developing a few key skill sets.

First, firms that used fundamentals-focused training were able to soften the blow. The fundamentals included prospecting, discovery, and negotiation. The pandemic drastically affected every major industry and sector. As a result, many salespeople who had full pipelines ended up with very little at the end of April.

Second, these organizations focused on virtual training. They honed in on sales rep’s ability to conduct virtual meetings, proposals, presentations, and negotiations. This skill set included engagement and presence techniques when they were on camera.

The same organizations didn’t just ask their sales professionals to be great on camera. They also required their teams to have great camera, audio, and staging equipment in their home offices.

The most successful salespeople and sales teams understand that, “to succeed virtually you do not have to stand on your head. You just have to be good.”