With the arrival of COVID restrictions over a year ago, in-person sales have been more difficult, and in some cases not allowed. As sales calls move online, a condition known as ‘Zoom fatigue’ has become prevalent among full time sales people. When having a sales call over Zoom, the only real way to demonstrate that you are paying attention is to stare into the camera, which grows very tiresome. Even I, as a student, have felt its affects. In an article by Greg Giersch, the author describes ways to reduce the tension, or rather to shift it.
In sales training, salespeople are taught to shift personal tension to task tension. In other words, moving the strain from the personal interactions to the needs and pains of the customer. The same concept can be applied to online sales calls. One possible solution is to turn off cameras after introductions. This reduces the stress for both parties in having to be visually engaged while still giving the meeting a personal human connection.
Another strategy which is even better is to have a presentation prepared that can be shared on screen. After face-to-face introductions have taken place, you can share your screen so the client has something to keep them engaged without needing to be worried about their visual presence. The more interactive the salesperson can make the presentation, the more engaged the prospect will be.
Although we all hope the COVID restrictions will not be with us much longer, salespeople must adapt to the online platform. But doing so in a way that is healthy and interactive should greatly improve the energy and stamina of salespeople who frequently have Zoom calls.
BoweryJE22
I totally agree with this article. Zoom fatigue is definetly a real thing I have experienced as a student. I agree that turning off the camera is a great way to help both parties relax and, be more engaged.
Interesting article! In times of COVID, technology and staring in to a screen has become more and more of the norm in the business world but with that, it has brought the problems of things like zoom fatigue. Even as students in college, the long class periods of sitting on a computer staring at a camera so it looks like you are paying attention.
I personally hate zoom, and I hate staring at a computer screen all day (even though, in these times, that is what we all must do). Trying to stay engaged in a nonpersonal environment is something that I really struggle with, and it is an interesting thing to consider – how to make an effective scale in a (currently) impersonal world.
Zoom fatigue is such a real thing! As you said sharing your screen is a great way to keep peoples attention without having to stare at a screen of fuzzy faces where everyone has a smile plastered on their face.
Ah yes Zoom fatigue, I think it is something that we all have experienced at this point. You did a great post and I actually really enjoyed reading it!