The COVID-19 pandemic hit us all hard, professionally and personally, and the sales profession is no different. From keeping many salespeople homebound, away from customers and prospects, to requiring them to navigate a suddenly challenging economy and tighter purchasing budgets, 2020 impacted salespeople and their leaders and trainers in a significant way, and it continues to do so. Accordingly, these impacts required a shift in how salespeople do their jobs, how they interact with customers and how they manage accounts and, in some cases, even altered the nature of the product or service they sell. To adapt to these changes, many companies have reassessed how they approach both selling practices and the sales skills necessary to sustain them.

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