With COVID19, we want to flatten the curve. With sales, we don’t want you to flatten your sales curve – you need to plank it to get your sales to spike!
It’s the end of Q1. How are you preparing for Q2-Q3 and Q4 to get your sales to spike?
The economy’s health depends upon strong sales leaders and teams more than ever. It’s up to sales professionals to sharpen their sales skills, tweak their value propositions, and demonstrate how to show value in order to earn a meeting and a buyer’s business in 2020.
With the volatility of the markets and the COVID19, you may be concerned about what the rest of 2020 will bring. Now is NOT the time to cocoon as you wait for COVID19 to flatten the curve – this will just flatten your sales.With the volatility of the markets and the #COVID19, you may be concerned about what the rest of 2020 will bring. Now is NOT the time to cocoon as you wait for COVID19 to flatten the curve - this will just flatten your #Sales. Click To Tweet
Even though it feels as if there is a pause in some industries, I’m encouraging you to put extra attention into evaluating your Q1 sales. What worked well and what needs improvement? In trying situations, we are always learning; lots of knowledge gained during the past few weeks can be effectively applied to future sales.
Based on the sales leadership sessions we are hosting to gather Sales Leaders who are keenly interested in Effectively Leading through COVID19, here’s what sales leaders & teams are doing proactively:
Calling clients on their mobiles or setting up video platform calls to inquire about their business. You can have a PURPOSEful business conversation to find out how COVID19 is impacting their businesses. It’s a great conversation starter; it shows you care; you learn more about your client’s business. Some of our Sales Leaders have revealed that these inquiries have helped them identify opportunities to sell – maybe not on that call but in the near future.
Daily Team Huddles keep the team motivated, accountable and connected. Sales teams are social and need more than a weekly sales meeting during these times. These daily sessions can include daily sales updates, PK sessions, CRM tips, improving sales process and reviewing Teneo’s 5-5-5. Some sales teams are getting creative and getting dressed up, allowing their kids to join the last 5 minutes of the call, or even hosting a Beer Party at the end of day on a Friday (one team even had a designated DJ!).
Virtual Coffee Breaks are 15-minute calls with the team to talk about anything other than business or COVID19. We had our Teneo team coffee break on Friday morning. It was fun to connect and not just talk shop.
As you evaluate your Q2, Q3 and Q4 Sales Strategies – here are factors to consider to help develop a stronger sales strategy to overcome COVID19 and turn around the economy:
- What industries are thriving during COVID19 – ones to whom you could sell? Grocery, convenience stores, hardware stores, building materials, janitorial, cleaning, pet food, paint, and agriculture are all industries that are thriving in this new sales landscape.
- What are recession-proof type industries?
- What additional verticals can you research and identify?
- How can you re-valuate and re-tool your value proposition to gain the interest of your ideal target market?
Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.