COVID-19: The new norm for a sales force

As COVID-19 forced restrictions on human interaction due to social distancing requirements, companies across many industry sectors rapidly altered their customer interactions.

How companies plan to structure their sales teams, and supporting teams, to respond to changing customer demands and requirements will be a differentiating factor across many industry sectors.Sales force operational structures will need to changeThe standard approach to sales structures and operating models are based on traditional call cycles that are account and geography-coverage based – this is up for review. A virtual approach means time that was historically used to travel to face-to-fa...

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Authors: Peter Liddell, Lisa Bora,

Published Date: 27 May 2020