Sales Reps Selling Virtually Can’t Replicate In-Person, Gartner Finds
Fewer than a quarter of business-to-business sales reps say they're “equally effective” selling virtually amid the pandemic as they are in a live, in-person setting, reported Gartner Wednesday. It canvassed 1,100 reps September through January, finding that 93% report “experiencing…
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significant challenges with virtual selling, … in spite of coaching” geared specifically to the virtual experience, said analyst Danielle McKinley. The survey found only 39% of sales reps report their training managers effectively use technology to coach, said Gartner: “As more sales organizations invest in sales training and coaching technologies, it will be critical to ensure they have the infrastructure in place to support and leverage the effective use of the technologies.”