When asked what new KPIs she'd suggest measuring in a hybrid environment, McClure told me, "One of our new KPIs is speed. Encourage new KPIs for your hybrid team - like speed. She suggests we were always headed in a more modern, digital direction with selling, even pre-pandemic. McClure believes this shift towards hybrid selling isn't simply a consequence of the pandemic, either. For instance, at Dropbox, we ask customers what their preferences are - we'll say, 'How can we best support your needs? How would you prefer to collaborate with us?' And I'll tell you, after a long career in field sales, I certainly see the shift in preference to speed, and speed to make a decision, versus that in-person necessity." So you'll want to build a customer-focused model. McClure told me, "When you start looking at hybrid selling, the customer is at the center of it. To build a hybrid sales strategy, then, you need to focus on the customer. If your sales reps only know how to sell effectively in-person, they'll be unable to meet the needs of the customers who'd prefer to buy virtually. To implement a successful hybrid sales strategy, you'll want to ensure you're creating a framework in which your sales reps know how to sell in whichever way serves your customers best.
They want to buy over the phone, or through live chat, or via email.Īs McClure puts it, "Hybrid selling matches the way customers want to buy." Why? Because some customers don't want to buy in-person. Hybrid sales has proven incredibly effective for the bottom line - in fact, McKinsey found hybrid sales drives up to 50% more revenue by enabling broader, deeper customer engagement. 5 Hybrid Sales Strategies, According to Dropbox's VP of Sales 1.
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