The transition to the post-COVID world poses several challenges for sale organizations.

a. Building trust and value in a virtual environment: The new sales landscape requires salespersons to build trust and value virtually from very early in the sales process.

b. Adapting to a post-pandemic world: Sales organizations might have to deal with the implementation of new technology to foster remote sales, marketing, and services coordination.

c. Maintaining productivity: Sales organizations have been forced to operate remotely and representatives to become more creative as buying habits have changed. Managers are being asked to find new ways to improve seller productivity. Leaders are being asked to drive growth through uncertainty.

Interview two business development managers who are in retail business (preferably, competitors in the same industry) on their approaches to handling the above challenges.