Remote Selling in the Midst of COVID-19

Published on January 19, 2023

*The insights and recommendations shared in this article are based on the circumstances as of May 6, 2020

Businesses around the world are feeling the immediate impact of COVID-19 on their customers, suppliers, and employees. With lockdown measures enforcing remote working during the pandemic, the B2B sales profession has no other option but to adjust its highly interactive and in-person selling model. We share three key action points to support sales leaders in ensuring a smooth but rapid transition.

Before COVID-19, a B2B sales person would have told you that there were not enough hours in the day. Sales was very much an in-person activity, which involved several stretches on the road, traveling across the country to maintain relationships, then returning to a mountain of administrative tasks, expense reports, and follow-up. Working in B2B sales wasn’t easy, even at the best of times.

Although technology companies have been selling…

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