In late 2019, the International Air Transport Association (IATA) published the “Economic Performance of the Airline Industry” report. It predicted a 4.1% growth in global air traffic demand in 2020. Then the global pandemic undermined this forecast as borders closed, social distancing ensued, and sales executives slashed travel budgets for their teams through the rest of this year and into next.
No one could have foretold our current sales environment. Yet as sales leaders and business executives, it is vital to adjust and adapt to this current situation — rather than deny or fight it.
In the short-term, from this disruption, a decline in revenue performance is manageable. However, businesses must proactively make moves now to sell as effectively as possible and ensure long-term revenue performance sustainability. The current situation is difficult, but it is not dire. Alternative approaches are available. Equip your sales teams with the technology, skills and resources to win an unfair share™ in a virtual selling environment — and look to the Mereo RICH™ virtual selling formula to guide you.
Find the entire article on pages 18-19 of the Top Sales Magazine September Issue and dive into the elements of RICH™ content.