Implement Consulting Group – Drive Commercial Impact through Virtual Engagement
COVID-19 has disrupted the classic commercial sales model, forcing companies to transition to virtual customer interactions over night.
Early adopters reaped clear commercial benefits of increased efficiency and effectiveness, freeing up time for higher quantity and quality engagements, as well as driving win rates and shorter sales cycles. However, even though virtual sales have been positively embraced both by buyers and sellers, only 1/3 of organisations rate their virtual sales model as effective.
We have identified the core challenges that limit virtual interaction success: the difficulty to create trust and drive engagement in a virtual setting, and the difficulty to overcome the barriers associated with virtual interactions. The positive news are that they are coachable – and with the right capability development model, commercial employees will increase their confidence, competence and virtual toolbox.
It is core to secure strong virtual commercial capabilities, as virtual is here to stay. When the dust settles, we expect to see a hybrid customer engagement model, which will leverage the benefits of the physical and the virtual world.
If you would like to explore how you might design your hybrid commercial engagement model and how to develop your team’s virtual commercial capabilities – let’s start a conversation!
Implement Consulting Group is a leading Scandinavian Consultancy, headquartered in Copenhagen with offices in Aarhus, Stockholm, Malmo, Oslo, Zurich and Munich. We are fortunate to count more than 900 colleagues working globally with clients on projects of all shapes, sizes and ambitions.
How can organisations become truly fit for humans and fit for the future? More competitive, adaptable and sustainable – and more innovative, engaging and entrepreneurial?
We believe these questions call for an uncompromising combination of deep functional and transformational expertise. They also call for a certain mindset: that all change starts with people and that consulting is, in essence, helping.
Mante Kvedare, Partner at Implement Consulting Group, email@example.com
Harald Ihlen Møyner, Partner at Implement Consulting Group, firstname.lastname@example.org