Social distancing restrictions are limiting face-to-face sales for sales teams. How can you help them get beyond simply managing their new constraints to becoming confident and successful remote sellers? It takes more than providing the proper equipment.

At ACTvantage, we’ve identified four competencies distributors are finding most effective for their sales teams through this crisis:

• Customer invitation or access (strengthening skills with remote tools)
• Customer interaction (taking an empathetic approach with customers)
• Customer insight (using analytics in sales calls and discussions)
• Customer influence (adjusting value propositions as customer behaviors change)

In an article for the National Association of Wholesaler-Distributors (NAW), the second in our series Driving Performance with Analytics, we delve into these four competencies and how you can apply them to your sales model.

Optimize your sales model for the next normal.