Sales Levers service

Selling in a Hybrid world

Our world has changed!

The question is how do we adapt to a hybrid world where so many are working remotely for at least part of the working week?

COVID

After COVID meant we had to change – there was no choice. Some people adapted naturally. All needed to acquire new skills. The “great return” has never really happened and the question now is how do we sell in a hybrid world?

Remote

Remote meetings have proved not only to be very efficient but also very effective. But they need new skills and more thought about the cadence of the new selling week, managing the sales culture within the business and designing the best sales process.

Roles

What is the role of the phone, SMS, WhatsApp…? What about Customer Buying Rooms? How does personal selling fit with digital purchasing?

In-person selling

Face-to-face meetings have come back, but when should they be deployed and what is their purpose? How do exhibitions and conferences fit into a hybrid selling process? How should in-person selling be integrated into a hybrid approach? How do we optimise cost of sale in a hybrid world?

After COVID meant we had to change – there was no choice. Some people adapted naturally. All needed to acquire new skills. The “great return” has never really happened and the question now is how do we sell in a hybrid world?

Remote meetings have proved not only to be very efficient but also very effective. But they need new skills and more thought about the cadence of the new selling week, managing the sales culture within the business and designing the best sales process.

What is the role of the phone, SMS, WhatsApp…? What about Customer Buying Rooms? How does personal selling fit with digital purchasing?

Face-to-face meetings have come back, but when should they be deployed and what is their purpose? How do exhibitions and conferences fit into a hybrid selling process? How should in-person selling be integrated into a hybrid approach? How do we optimise cost of sale in a hybrid world?


These are just some of the questions we are working on with clients. For example we recently discussed the capacity of one Regional Director’s team. Currently the team is making two remote calls for every one face-to-face visit. We are looking at what the right mix should be. It looks like it is best to keep the salespeople in a hybrid role but we are considering increasing the size of the inside sales team and significantly reducing the field-based team with a significant drop in the cost of sale. These are not easy matters but they are important in a hybrid selling world.