Atlanta, GA – In our 2016 Remote Sales Effectiveness survey, over one third of respondents are in a physical office fewer than five days per month. This presents challenges for sales leaders and sales managers with the primary areas being knowledge transfer and engagement. The research findings suggest three important ways to combat these challenges, lead more effectively, and deliver sales performance.
In the past twenty years, the work environment for professional sellers has changed dramatically. Some drivers that have expedited the shift to a more remote and virtual working environment in sales roles (field and inside):
- Advancements in technology that allow work from anywhere.
- A generational shift with the introduction of millennials to the workforce. These millennials have a higher focus on work-life balance and prefer a results-only work environment.
According to the most recent U.S. Census, the number of sales workers who reported working from home increased 45.9% from the level previously recorded.
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