Whether a business faces a sales slump or sales bump in the wake of the COVID-19 pandemic, it’s difficult for sales leaders to predict what comes next. Most have already taken urgent actions, such as moving to virtual selling, redeploying sales effort, and reducing sales force capacity if faced with a badly damaged business.

As circumstances continue to evolve, uncertainty persists. How should salespeople spend their time? Can a structured sales process still work? Are specialized sales roles still adding value? What is the role of incentives with so much in flux?

There is a new abnormal at work right now. Sales leaders are challenging conventional wisdom as they look for answers to these and other questions.

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