HARDISON’S TIPS – AUGUST 31, 2021 – The New Business As Usual Model

HARDISON’S TIPS – AUGUST 31, 2021 – The New Business As Usual Model

It’s been a challenging time we’ve all lived through — adapting, surviving and, in some cases, thriving during the Covid-19 pandemic. Now what? Do we simply pick up where we left off, returning to our business-as-usual comfort zones? Or did the global economic, social and health crisis change everything, creating a “new normal” with new rules for sales performance and success? The still-unfolding truth probably lies somewhere in the middle, but the pandemic has certainly forced us to redefine success and evaluate strategies as we’ve learned new ways to operate. Here are some of the emerging norms that will likely shape the post-Covid-19 sales landscape:

Personal Connections

As the pandemic unfolded and the rules of doing business changed, it all seemed so impersonal. No longer being able to meet face-to-face seemed to put up barriers. Suddenly, being in the same room meant being in the same Zoom! But then something happened. By letting our business associates into our homes (albeit via a computer screen), we were still able to meet person-to-person on a level that may have even strengthened connections by making rapport-building easier. It is likely that personal connections will be more important than ever in the post-pandemic world. 2020 has taught many that they can foster meaningful business relationships virtually. While it is true that virtual meetings will never have the depth of connection that a face-to-face meeting provides, many have learned that virtual meetings should play a role in our future.

Family First

As difficult as the pandemic was, there was a bright side for many, if not most, sales professionals. Working from home kept them closer to family. Oh, sure, homeschooling and having pets photobomb a Zoom call might have proven challenging at times, but more time with loved ones was a new normal many would love to maintain. Moving forward, savvy employers might be wise to empower sales staff to work from home more regularly.


Business travel became almost non-existent during the pandemic. Again, this allowed more time with family. It also reduced expenses significantly (and reduced stress for many, most likely). Because online connections and video calls became so essential and prevalent, they’ve quickly become standard operating procedures in a great percentage of companies. Expect this to continue, even as travel opens up. Traveling to conferences might still be common but spending hours on an airplane to participate in a half-hour one-on-one sales meeting will likely be seen as an unnecessary exorbitant expense. Cross-town windshield time to reach a local sales prospect or client, however, will likely resume at near pre-pandemic levels. Business leaders who assumed that furthering a client opportunity can only take place in person have learned that online interaction has its place. Covid-19 forced organizations to explore whether sales could be made virtually. That realization now has sales and business leaders considering what the proper balance should be in the future.

From his success on the sales floor of an automotive dealership  to becoming a veteran trainer and then the adoption of technology for Internet-based marketing, his career has evolved to deliver the skills and tools needed to help consumers. Richie Bello combined his automotive expertise with his robust desire to “take care of the customer first” to become an automotive influencer, published author, and renowned trainer.  Bello absorbed the wants and needs of consumers as he worked up the ladder of the automotive industry.

Over the thirty-five years of his career, he developed strong Internet marketing skills, leading him to developing software solutions that create ease for consumers, and helps dealers improve relationships with customers. Innovation drives success. And, for Bello, it’s in his DNA. took years to come to consumers and arrived in a timely manner, during the 2020 Pandemic. With over 6 million vehicles on the site, features that help consumers deliver, finance and warranty, Bello has met the retail digital age head on.

Bello also is founder of Richie Bello Institute of Leadership and Management, a 501C3 not for profit, dedicated to the recruitment, education and employment of veterans into the automotive industry. Visit


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