Business | Sales and Merchandising
As customer interactions have shifted to Zoom, sales jobs have become increasingly transactional and lonely. Recent research suggests this is a costly problem that goes beyond a hit to morale: It’s actually causing three problematic behaviors — social awkwardness, impaired memory, and conspicuous overspending on customers — that could damage business performance. The authors offer eight strategies managers can implement to help salespeople feel less lonely and ensure your team is approaching customers with confidence.
Good, V., & McLeod, L. E. (2022). Are Lonely Salespeople Costing You Customers? Harvard Business Review. https://hbr.org/2022/05/are-lonely-salespeople-costing-you-customers
Good, Valerie and Earle McLeod, Lisa, "Are Lonely Salespeople Costing You Customers?" (2022). Other Faculty Publications. 2.