As long as I can remember, corporate talent development strategies were designed and forged by natural limiters such as the time, money, and resources required to bring employees in to attend stand-up, face-to-face learning events. As a result, when talent development professionals looked at their organizations, they were faced with the choice of the bell curve: either focus on the “far right side” of the curve, those defined as strong, high potential performers, and let the rest of curve fend for themselves. I recall one client say many years ago that the cost justification analysis of moving the far right a fraction further to the right was far more effective than moving the rest of the curve to the right.

It will be years or even decades before we fully understand the profound impacts the COVID pandemic has had on businesses and the way we work. Earlier today, I was having a great discussion with one of our clients about observations and learnings we had from a recent 5-connection virtual Business Acumen and Business Leadership workshop we conducted for senior leaders.

 Leanne Hainsby is a fantastic athlete and an even better trainer. She effortlessly motivates thousands of her students every day with innovative Peloton workouts and during the past several months it’s been a pleasure training with her. Leanne of course has no idea who I, or the other 100,000 riders who take her classes are, but through the magic of Peloton it feels like she is giving me personal training and coaching.

Leanne and the team of Peloton trainers all follow a basic template of mixing music, motivation, and intense training that help train more than 2 million subscribers. One of the most interesting techniques that they use is something called the “Active Recovery.”

In physical training, Active Recovery is the engagement of low-intensity exercise after completing a heavy workout or athletic event. As contradictory as it may seem, the best way to recover from running a 26-mile marathon or other sports competition is to exercise at a lower intensity rather than staying in bed resting.

According to the Centers for Disease Control and Prevention as of today about 85 million people (25.2% of the total population) have been fully vaccinated. The same agency is projecting that 85% of the United States will be fully vaccinated by August 15, 2021. That is a critical number because it is at 85% when the herd immunity will kick in and this part of the pandemic will be over.

Over the past few weeks there has been a growing buzz about what is really going to happen when the pandemic is over in terms of employees returning to the “office” or other places of work were people are together. As part of our ongoing research into Business Leadership, we’ve been speaking with executives and human resources professionals about their expectations, and it is trending toward no easy or definitive answer. In addition, we’ve also been listening to the experts such as Korn Ferry and Josh Bersin who both do an outstanding job of researching and getting to the pulse of key issues.

The post-pandemic world, also known as the “new normal,” is providing lazy salespeople with more excuses for not achieving their goals and objectives. Since the start of the new year, I have conducted dozens of interviews and focus groups with sales professionals as part of my work building our Strategic Business Selling curriculum. An overwhelming number of the salespeople I have talked with report that “gaining access” to prospects and existing customers has never been more difficult.

“Because of COVID, nobody wants to see me. Everyone has been either locked down, working at home, or working in a facility that won’t accept visitors.”

If you are somebody who feels this way and has stated the above, I have some very bad news for you. The reason they don’t want to see you, and are probably conducting virtual meetings with your competitors, is because you are not offering them a valuable business reason for doing so. Why would anyone in this busy world waste their time on your products if they perceive no value or benefit?