A Conversation with Tact.ai’s Chief Revenue Officer, Jennell Dill
The events of the past few months have shown how quickly pipelines can dry up, sales forecasts that you thought were solid can evaporate, and quotas can become irrelevant. If all your management metrics revolve around pipelines, forecasts, and quotas, what does that leave you with?
Like everyone else, salespeople have seen their work disrupted by the COVID-19 pandemic that has caused workplaces to close their doors and compelled many white-collar workers to work from home, like it or not.
Suddenly, B2B salespeople accustomed to prizing the in-person meeting with a customer or potential customer above all else are stuck at home. Not only are they being encouraged to “shelter at home” as much as possible during a worldwide pandemic but few of the people they would like to meet with are in the office anyway. Even those places of business that are still open are likely discouraging if not prohibiting visits from non-essential guests.