Sales has always had lonely moments. However, when the pandemic sent salespeople home to Zoom, the loneliness became palpable. This is becoming a costly problem.
Are Lonely Salespeople Costing You Customers?
It’s more than an issue of morale. Research finds that loneliness could cause three behaviors that damage business performance.
May 02, 2022
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Summary.
As customer interactions have shifted to Zoom, sales jobs have become increasingly transactional and lonely. Recent research suggests this is a costly problem that goes beyond a hit to morale: It’s actually causing three problematic behaviors — social awkwardness, impaired memory, and conspicuous overspending on customers — that could damage business performance. The authors offer eight strategies managers can implement to help salespeople feel less lonely and ensure your team is approaching customers with confidence.