TECH BUYER Mar 2020 - IDC Perspective - Doc # US46140920

Selling in the Time of Cholera … er … COVID-19: Every Rep Is Now a Virtual Rep

By: Gerry MurrayResearch Director, Marketing and Sales Technology


This IDC Perspective addresses the impact of the COVID-19 pandemic on sales and the necessity of transitioning all sales reps from field to virtual. It includes recommendations for assessing the sales tech stack and relationships with customers and partners.

"The bans on in-person meetings resulting from the global COVID-19 pandemic will have a profound impact on the sales profession," said Gerry Murray, research director, IDC's Marketing and Sales Technology Service. "Fortunately, there are many enabling technologies and practices to facilitate the transition to virtual selling for sales forces large and small. In addition, the virtual trend is well aligned with the expectations of younger generations that prefer virtual interactions earlier and further into their purchase processes. But companies must act immediately to preserve their best employees, customers, and partners."



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