Managing Virtual Selling in 2021

Virtual Sales Meeting

The COVID-19 pandemic has pushed many companies to move wholly or partially to work remotely to reduce the virus’s spread. With the uncertainty of when the world will return to some form of “normalcy,” sales organizations need to be prepared to navigate 2021 with the notion that most of their sales may still need to be done virtually. Embracing strategies to manage virtual selling in 2021 will enable your sales team to meet and exceed sales goals in the new year.

Keep Using Virtual Meeting Tools

Based on the fact that social distancing guidelines are still being enforced at the beginning of 2021, virtual selling continues. Videoconferencing tools such as Zoom, BlueJeans, Google Hangouts, etc., have been used more than ever since the pandemic began. Many people in the sales industry have reported being able to reach more customers than ever before. Aside from making sales, companies can also conduct team meetings or record presentations that can be used repeatedly for meetings with prospective clients.

Professionalism shouldn’t stop once you and your sales team are no longer in the office. The place you choose to conduct sales should look as if you are still in your office or business, and your salespeople should follow suit.

Here are some tips to spruce up virtual sales meetings:

  • Use high-quality equipment, such as an HD camera or handset microphone.
  • Add a green screen if your background isn’t professional.
  • Have good lighting that doesn’t make you look like a shadow.

Become as comfortable as possible conducting one-on-one virtual meetings with customers, as they are an effective sales strategy during the COVID-19 era.

Develop Stronger Relationships with Customers

The inability of many salespeople to meet with prospective customers in the traditional, in-person format has made them find other ways to connect to develop personal relationships. The convenience of remote selling can allow salespeople to meet with customers they may have never met pre-COVID-19. Huble Digital states that virtual selling may also help a salesperson go more in-depth with a customer who has questions or concerns about the product or service they’re selling.

Social Selling

In your 2021 business plans for your company, make sure that social selling is included. Social selling can be defined as discovering and conversing with customers online. Salespeople are social selling when they engage with customers on social media platforms to speak about their products or services. Social selling should also include having more in-depth conversations with customers. Unlike traditional selling, social selling has the intention to produce long-lasting relationships with customers. Social selling can be especially beneficial during the pandemic, given that current social distancing guidelines create challenges for traditional selling methods.

Changing Prices

Many companies cut their prices in 2020 to stay afloat during the pandemic. However, this can lead to even more losses for your company.

While this may seem like a good idea at first, it can cause more losses to your company that you would like. Avoid using the “last man strategy” as this can lead to your salespeople throwing discounts at prospective customers that don’t need them.

This article suggests taking a more creative approach with payment terms, contracts, or services offerings in order to maintain prices.

Use Data and Metrics to Keep Up with Sales

Ensure that your sales enablement team keeps track of your company’s activity in customer engagement (meetings, social media interactions), and sales. Virtual operations (selling, learning, events) don’t seem to be going anywhere anytime soon, so be sure to have a team of individuals who provide data and metrics on how your company performs virtually.

Use Virtual Tools to Keep Up with the Sales Team

Aside from using videoconferencing tools, having other virtual applications to communicate with your team is vital. This can include managing tasks, providing training, creating projects, and much more. Listed below are some tools that you may find helpful for your company.

  • Google Drive
  • Slack
  • Basecamp
  • Todoist
  • Trello
  • Evernote
  • ZenDesk

These remote tools allow your company to stay updated and organized when in-person meetings are not possible.

Provide Materials to Customers Before a Virtual Presentation

While this may be something you or your salespeople already do, providing your prospective customers with information for them to review before a meeting is vital. This can be a time-saver and allow the customer to have already questions prepared to ask about your product or service. Technology can also be unpredictable. If the connection is terrible, providing materials ahead of time will ensure the customer still has the information they need about what you’re selling.


Remote work will only grow as we move through the pandemic, which means that virtual selling for the sales industry will be necessary for success. Knowing how to manage virtual selling for your business can boost revenue and strengthen customer relationships.