Virtual Sales Hits a Tipping Point State of Sales 20 04 Despite being overloaded with tasks, salespeople Selling Has Gone Virtual are making a big effort to spend more time with customers and prospects. Time spent meeting with customers virtually has increased at a rate over three times that of meeting in person. In an era of constant connectivity, the biggest gains are in time spent connecting virtually. In fact, 60% Percentage of Sales Reps Who Spend More or Less Time Net Change of reps report an increase in virtual meetings over on the Following Compared to 2015 Since 2015 the last three years. What’s more, there are three In front of a screen times as many sales reps who now spend less time (i.e., time on a computer, tablet, 62% 30% 8% with customers in person than there are those who or smartphone) +12% spend less time with them virtually. Connecting virtually with customers/prospects 60% 32% 8% This shifting dynamic coincides with a (e.g., via Hangouts, Skype, email, etc.) +12% general trend toward screen time, in general, among salespeople. Meeting in person with 48% 30% 23% customers/prospects +4% Sales reps have increased their time connecting virtually with Increased Stayed the same Decreased customers at a rate 3x greater Base: Sales representatives than connecting in person. SALES LEADER INSIGHT “Among the many factors driving the increase in virtual selling, buyer preference stands out. Buyers are digital-first and don’t feel the need for face-to-face communication.” — Trish Bertuzzi, President & Chief Strategist, The Bridge Group Salesforce Research