Virtual Selling: Sales Enablement’s Role In A Socioeconomic Crisis

When a socioeconomic crisis introduces dramatic change to the business environment, B2B organizations must adapt to developments impacting their buyers, offerings, and go-to-market approach. In these circumstances, the sales enablement team is often tasked with redefining competencies required for each selling role to be effective during the crisis, and streamlining the process by which reps acquire and use necessary skills, knowledge, and process elements. In this report, we address situations in which sales professionals are required to adapt their activities to an all-virtual selling environment, through the lens of communications and collaboration competencies.