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Reply To: Hi We are a supplier of essential services to supermarket supplying bin liners to countdown and FS. Our reps cannot go into the supermarket and now we have to rely totally on phone calling. How can we increase our business. How do we structure ourselves. Our website is www.ecobags.co.nzCheers 

Switching your sales team from face to face (F2F) to phone based takes a shift in mindset and focus. It’s critical that you reset the structures and framework for managing a team who are going to spend a lot more time on zoom or the phones. This relies on: defining the new strategy and tactics, setting expectations and metrics, designing and implementing new sales tools, setting the team up for success, coaching and mentoring. There’s plenty of books on inside selling, which would be a good place to start in terms of pivoting your sales focus.