We suspected this would happen, and then we got confirmation from the Sales Ops team at our largest client.
“Some of our best sellers have become some of our worst,” they said.
The client was describing a subset of sellers who had historically been star performers based on the strength of their relationships; especially those who had relied heavily on face-to-face socializing.
“It’s the ones who never had to lean into any technology, because they were successful without it,” the lament continued. Pipelines already under stress were absolutely going to be affected.