Worried About Hybrid Working? 6 Questions B2B Sales Leaders Should Be Asking

Sales teams are being forced to change - once again - as they transition from remote working to new hybrid models. Some sales reps will be back in the office full time, others occasionally and some not at all. Adapting to this new blend of working styles will require patience and skill.

Sales leaders should be asking themselves 6 questions to assess their readiness for this latest change.

1. Have you adapted to new buying behaviours?

   • Increased research, better internal alignment and self-service demands have piled more pressure on sellers.

2. Is your decision-making based on data-driven insights?

   • Data powers personalisation and prediction. Insights-driven businesses will recover faster post-pandemic.

3. Do your buyers get a premium, omnichannel experience?

   • Customers expectations are sky high - they demand frictionless digital experiences and first-class service.

4. Who’s championing technology adoption to boost productivity?

   • The biggest material gains will be seen by those investing in - and properly embedding - automation and AI.

5. Do your people benefit from just-in-time microlearning?

   • Traditional training methods are being replaced by bitesize learning content that’s easier to consume and recall.

6. Are you growing revenue faster through dynamic coaching?

   • Personalised sales coaching should be tailored for everyone in the team, based on the real-time state of all their deals.

Want to know more?

Answers to these 6 questions are covered in our white paper: Empowering Sales Teams for a Hybrid World.

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Photo by Matthew Osborn on Unsplash