Today I was with a Global 50 conglomerate’s learning and development (L&D) team talking about making the big plunge into digital sales. The sales team has been selling face-to-face in nearly 100% of their accounts – at the detriment of a bloated CAC (Cost of Customer Acquisition). As their L&D team puts it “we’re spending thousands to make thousands from many of our customers – it’s counter-productive”. This digital sales transformation is about to become a sweeping, universal change for the company. We’re talking about 1,000’s of sales professionals moving from 100% face-to-face, to 80% inside & 20% face-to-face with key accounts. I decided to write this blog from the voice of the customers and their key concerns about this transition.