Covid-19 has demonstrated for several of our customers that the average revenue per salesperson can be structurally improved. Many of their customers have discovered the advantages of virtual meetings and no longer expect a salesperson to visit them so frequently.
Salespeople who have been able to adapt have consequently drastically increased their productivity and sales results as well as the loyalty of existing customers.
The managers of these companies have ensured that salespeople have adapted their competencies and have structured the commercial involvement of other (non-sales) team members so as to facilitate the detection and development of new opportunities with existing customers.
Thanks to the experience everyone has gained with virtual interactions, sales has acquired an additional tool to enhance the services levels, loyalty, revenue and efficiency. Achieving the right mix of digital, virtual and still important face-to-face contact is not just a challenge in and of itself, it also requires other competencies from salespeople and their management.
This means that new attitudes need to be adopted and certain indicators need to be measured and reported differently.
These are a few of the topics we will cover:
- How do I avoid fewer visits resulting in less customer loyalty?
- Will an increase in efficiency eventually result in a decrease in loyalty among existing customers?
- How to determine the ideal mix of virtual and on-site visits per customer to maximise the potential at the lowest possible sales cost?
- What is the best approach to prospecting and making appointments if people prefer holding a virtual meeting first?
- What topics should I only discuss during a visit?
- Are virtual meetings an opportunity to allocate several salespeople to a single customer in view of the very wide range of products we offer?
We will answer these and other questions in the 3 webinars that have been planned. If questions remain unanswered in the plenary sessions, we will answer them individually by email afterwards.
Already want to ask a specific question? Send it to us beforehand via inquiry@perpetos.com and we will provide you with an appropriate answer free of charge during or after the relevant webinar.
