RAIN Group Sales Blog

In a meeting with a top sales officer at a large company just before Coronavirus, we were discussing virtual training. He said, “I’m just not into virtual training.”

I asked, “Why’s that?”

He responded, “It can be really challenging, from a seller’s perspective, to make it relevant in their world. Having them sit in front of a computer screen with content fed at them isn't a dynamic learning experience. I don’t see our sellers doing that or getting anything out of it.”

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Engagement Threshold (noun): The point at which attention is captured and maintained, and below which is lost.

We teach the concept of the engagement threshold to sellers that need to hold buyers’ attention in virtual sales meetings.

When we teach it to sellers, we need to gain and keep their attention.

It’s never been easy, but in a virtual environment, it’s significantly more difficult.

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