COVID has completely changed selling. Is your team ready?
The old adage “the only constant is change” could not be truer, both now and in the last few years.
This is especially the case when it comes to selling.
COVID and the work from home reality have created a new landscape for salespeople, the likes of which have never existed before.
Salespeople used to call on customers. That hasn’t changed for decades. If not centuries. Calling on customers, learning about their challenges and developing relationships as a trusted source for goods or services has long been the hallmark of the sales profession.
But what happens now?
Now, we can’t visit customers. Many companies aren’t allowing visitors or are simply not operating from their offices. This represents an enormous shift for salespeople and salespeople are, traditionally, the least likely to change their habits during times of crisis.
In fact, salespeople are more likely to dig deep and double down on old habits during times of crises. So how do you get them to embrace the necessary steps to stay relevant and most importantly, ahead of the sales game?
Be Flexible
Your team needs to adapt and be flexible. They will require the tools to do this, the freedom to operate and make mistakes but also to be coached on change and how it affects them, their roles and their customers. They need to learn to adapt their methods.
Change Your Strategies
Strategies that worked years ago, or even just two years ago, no longer apply in many cases. How do you still maintain a close relationship with customers? How do you navigate prospecting when everyone is home? How to get mindshare from a customer who is now also parenting a child during “office hours”? All these new challenges need to be addressed.
Draw metrics and evaluate effectiveness
Keep a close eye on the results. See what works and what doesn’t. Use data as a friend, not to dictate results. Draw meaningful conclusions from your data to help you understand what new strategies and methods are working and tweak those that need improvement.
As always, Next Level Group is here to help!
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