The New Normal: Selling In The COVID Economy
It has been several years since I launched The Digital Advantage at the dawn of the digital buying era. Now, with tectonic changes again occurring in business, particularly around the sales profession, I am debuting my second blog, The New Normal: Selling In The COVID Economy. The game of Sales, the profession of Selling, was in the process of being disrupted before the virus hit. Digital buying processes were forcing sales teams to alter their approach. The power shifted to the buyers, as they were able to access more information than ever before, and thus not needing to rely on the friendly neighborhood sales rep to get the answers they needed to make a purchase decision. Sales reps needed to learn new skills, and not all selling organizations understood this. From the period of 2010-2019, the percentage of reps that achieved quota dropped by over 10 percentage points. Companies voiced frustration in hiring effective sellers. Buyers asked for value focused conversations and instead r