How is talent Acquisition changing due to an emphasis on virtual selling?
COVID has had a far reaching and transformational impact on company’s evaluation of talent.
Research has shown that B2B Buyers now prefer digitally enabled sales interactions by 2 to 1.
78% of sales leaders question the remote coaching skills of their managers.
Clients need to expand their thinking in their criteria or profile for the talent they are seeking to fulfil their staffing needs. What worked yesterday in terms of the types of talent they need to zero in on vs. what could work today need to be carefully evaluated. Because of the unmistakable shift in presentation optics in the now ever expanding BEST PRACTICE of virtual selling, companies and hiring managers need to expand their awareness and profiles for what could be the perfect fit for the roles they are trying to fill by talent they would not have considered just a year ago.
Managers’ report giving 15% more coaching actions per call compared to pre-COVID.
The number of sales calls that include the CFO have increased by 91%.
96% of B2B companies have shifted to a virtual sales model following the onset of COVID.
65% of sales leaders believe the new virtual model is just as effective.
Reps have a 94% higher win rate when they turn their video on.
Since COVID, the number of post-call buyer requests have increased by 33% (i.e. Follow-up meetings, demos, more information, etc.)
Reps experience 49% higher win rates when budget is discussed on the first virtual call.
74% of B2B buyers never want to meet a seller in-person in their ideal/post-pandemic world.
38% of buyers say in-person sales meetings have decreased in value…..and the expectation is that this trend will continue to grow….
B2B decision makers report a 13% increase in the number of meetings and a 14% increase in attendees per meeting.
COVID-19 will continue to impact workers’ rights and protections
Lastly, it is important not to focus on telework to the exclusion of millions of workers who have returned to work already, often in unsafe and unhealthy work environments, and the millions more who have lost their jobs. These workers deserve immediate protection and a massive increase in resources from the federal government. Government protection for workers’ rights takes on even greater importance during an era of high unemployment when the risk of job loss discourages workers from asserting their own rights. Issues facing long-term teleworkers are still emerging, and there are early warning signals that there may be psychological impacts, work-family balance challenges, an increase in employer surveillance, and inconsistencies in compliance with wage and hour law. In addition, telework and social distancing makes traditional union organizing difficult, so it is critical that the law ensure workers access to online tools for organizing.