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Four Best Practices for Digital Selling 

Sales and Distribution executives in have been trying to find the right level of engagement to keep remote sales and service teams motivated and connected during the pandemic. While most have adjusted well to their new working environment, over half of all salespeople in the US are still adjusting to the new virtual selling environment. Translation: We're all on the inside sales desk now.

​Some issues sales leaders have shared with us:

​“Everyone’s afraid to pick up the phone or reach out. They don’t know what to say. And they’re afraid of what they’ll hear.”                        — Division Leader

​“My people can’t meet with prospects over coffee anymore. They’re struggling to find their comfort level with arms-length relationship building.” — Regional Director

“I need to solve for x: do more business with higher engagement with genuine connections that drive sustainable client business.”        — EVP Sales and Marketing, Insurance Brokerage

​While most sales organizations are facing these challenges, many are having great success. Here are four best practices that reflect what high performing sales organizations are doing to take advantage of opportunity in the era of remote selling.