5 Ways Sales Coaches Must Adapt to Virtual Selling
A January 2021 Allego survey reveals that virtual selling has significantly hindered sales productivity, morale, and coaching effectiveness—especially for new hires—due to remote work challenges like time zone differences and lack of in-person interaction, but adopting video-based training and new tools can help sales coaches overcome these obstacles and improve virtual sales performance.
Virtual selling has significantly changed the sales industry, with effects expected to last for years. According to new research from Allego, 62% of sales professionals report losing deals due to the inability to meet buyers in person.
With both sales teams and prospects working remotely, traditional methods of observation, mentoring, and coaching have become more challenging. Practice, role playing, call coaching, and reinforcement are all more difficult in a virtual environment.
Allego conducted a survey in January 2021 of hundreds of sales trainers and representatives to understand the impact of virtual work on coaching, onboarding, and closing sales. The research also explored the benefits of video-based training and the effects of virtual selling on productivity and morale.
Actionable Insights for Sales Coaches
The report highlights several key findings and recommendations for sales coaches:
1. Going Remote Has Hurt Productivity and Morale
- 56% of sales leaders say remote work has negatively affected team culture.
- 57% of sales reps report feeling unmotivated while working remotely during COVID-19.
2. Time Zones and Distributed Locations Reduce Sales Coaching Effectiveness
- 67% of sales leaders find it harder to observe remote reps during calls and provide constructive feedback.
- 60% of sales leaders struggle to keep remote teams updated on new products, features, and pricing.
3. Going Virtual Has Hit New Hires Harder
- On average, it takes twice as long for new hires to become productive during the pandemic compared to in-person training.
- 49% of sales reps hired since COVID-19 feel they haven't received adequate coaching on virtual selling to succeed.
4. New Tools Can Improve Virtual Sales Coaching Techniques
- 91% of sales professionals say video-based training has helped them succeed while working remotely.
- 71% say that working in different time zones makes training difficult, but 97% believe these challenges can be overcome with asynchronous virtual training tools.
Tactics for Virtual Sales Coaching
The findings indicate that effective coaching of virtual sales teams requires a new approach. Sales reps desire more and better coaching, managers want to coach more effectively, and sales enablement and training leaders aim to improve their support.
For tactical recommendations to improve sales coaching effectiveness and equip sales teams for the new normal, consult the full report.
For further information, Allego offers a comprehensive report on how sales training has changed in the virtual environment.