Gartner Blog Network

Posts from Date:   2020-6

Cascading Effects of Virtual Selling on Sales Operations

by Dave Egloff  |  June 24, 2020

Recently, I wrote a blog titled “3 Prerequisites to Virtual Selling Success”, which offered Chief Sales Officers three recommendations to improve sales execution while their sellers are bound by travel restrictions.  Building off of that topic, I’m shifting the focus to heads of sales operations and other stakeholders influencing sales force deployment. Heads of sales […]

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3 Prerequisites to Virtual Selling Success

by Dave Egloff  |  June 15, 2020

This global pandemic has forced many CSOs to broadly pilot virtual selling.  This may have seemed crazy pre-pandemic, but CSOs are compelled to adapt and find new ways to drive sales.  Unfortunately, early anecdotes suggest that while sellers are busy, success metrics are mixed. Where some might have previously seen virtual selling as a recovery […]

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