Visiting Customers in Their Offices

By Jim Elliott

Our good friend, the sales consultant Steve Grossman, (www.linkedin.com/in/stevegrossmanassociates) recently commented that the question sales leaders should be asking is not when salespeople should return to their offices, but when they will be able to visit customers in their offices.

I just got back from my first prospective client visit in a year.  Neither the publisher nor I had met with anyone in person since the lockdowns began.  Now that we are vaccinated, it seems safer. We had a great meeting, and he really seemed to appreciate my traveling halfway across the country to visit.  We were masked and socially distanced, but it was much, much better than a Zoom call.

When we can find a way to do it safely, I am sure the advantage will go to the selling organizations that are among the first to visit customers in their offices.