Whether you\u2019re a sales representative or not, these days many are asking themselves whether there will still be a field sales force after Corona. After all, we\u2019ve all become used to new formats like Zoom, Microsoft Teams, etc. And considering the time that can be saved through reduced travel, not to mention the CO2 emissions spared, the outlook isn\u2019t rosy. But is the trend really as clear as it\u2019s often feared?<\/p>\n\n\n\n
In the past, every opportunity to visit customers on site was generally used in order to actively build the cooperation. But for months this area has practically come to a standstill and many activities were shifted to digital channels. In addition to various advantages, this transition has, however, also revealed disadvantages. Conversations have shown that many sales representatives were not pleased to be banished to the back office. Their characteristics, which had always been perceived as typical strengths, such as quick-wittedness, the ability to come across convincingly and being highly attuned to the needs of conversation partners, aren\u2019t able to shine in the new digital channels.<\/p>\n\n\n\n
On the other side, some customers felt left alone with their decisions. The desire for comprehensive advice can only be fulfilled poorly or, at best, in a limited way online. After all, emotional aspects like the perceived confidence in the seller make a significant contribution to the purchase decision. But being able to look someone in the eye is simply only possible in analogue settings.<\/p>\n\n\n\n