eBook

In 2020, sales organizations underwent a seismic shift in how they engaged with customers, led their teams, and managed performance.

For sales reps, most relationship building now happens virtually. And even for those who are accustomed to virtual sales, the competition for the buyer’s attention is higher than ever as tech-tired customers juggle browser tabs, Slack notifications, and their newly merged home and work lives.

For sales leaders who could once “walk the floor” observing reps and hold daily huddles to address any needs or concerns, leadership and processes had to change to keep a finger on the pulse of how the sales team as a whole is performing and help reps meet their quotas.