A near complete shutdown of the economy is an unprecedented event. This did not happen during the great depression, not as a result of any world war, nor ever before as a response to a contagious illness. But here we are. Focusing on the important big stuff and developing some best practices will go a long way to helping your sales organization survive, if not thrive, during the pandemic.
A solid sales team is important to any business. We typically devote most of our time to helping companies build great sales teams. If you’re in need of building your team, click HERE to learn more about what we do.
We do, however, talk with some of our larger clients about issues outside the scope of our sales recruitment coaching. I have included some ideas on best practices during a pandemic that we have discussed over the last few weeks.
- Focus on customer relationships. Retaining your base of regular customers will prove lifesaving for your business. Of course you need to get new business and your competitors who are not focusing on their customer relationships might well be a good target for getting it. Strengthen your customer relationships to make them a tough target for your competitor.
- Adjust your pitching process. Adapt your offerings to address specific pain points of your prospects. They likely have more time now and perhaps product demonstrations or free trial periods might attract interest. When things return to normal, these prospects might want to keep a valuable product you’ve introduced.
- Offer flexible terms. Money is tight for most businesses, likely including yours. Minimizing the pain of more drains on cashflow will not only help your prospects, it will also let them know you’re trying to shepherd them through the current environment.
Selling is a challenging profession even in good times. COVID19 is making it an increasingly tricky game. Helping your sales team develop new best practices will go a long way toward recovering the ground lost to the shutdown.