Prepare Clear Expectations
As the pandemic continues, the business impact is undeniable. It’s time to revisit, rewrite, and recast your priorities for the sales team in 2H, 2021. Everyone will have great intentions, but right now we need to have everyone sharing a singular sense of purpose for self-caring, client relationships and buyer engagement. Deliver a clear, compassionate and empathetic message that connects sales activities to 2021 company success.
“Employees who feel confident about the importance of their job to the success of the organization feel less anxious about their job security.” Brian Kropp, Distinguished Vice President, Research, Gartner.
Strengthen Dynamic Top Priorities
Over the next several weeks, consistently setting the most critical priorities is indispensable to instilling your sales team with confidence to execute key sales actions. Establish a set of performance and behavior based leading indicators to baseline individual and team activity levels over the next 90 days. Track activities, identify existing and newly formed issues, and be open to constantly adjusting to identify newly formed best practices.
Enable Effective Remote Sales Productivity
Even though we all work from home now don’t assume your sales team is properly set-up to be productive. Make sure your sales team has the proper technology and collaboration tools in place: high quality headset, camera, full size monitor, ergonomic desk and chair. The more comfortable your reps are, the more likely it will positively impact their overall mindset and productivity!
It’s not going to be easy getting through the balance of 2021. You can directly impact experiences and outcomes by engaging in client and buyer meetings to support your reps. Take the lead on client care and relationships by being flexible to evolving needs. Embrace constant rep preparation and debriefs by promoting an open-minded, situational leadership approach: identify gaps – analyze flexible options – agree on client centric solutions and empower your reps to go for it!
“We are heads down working hard to help our customers and future customers care for their employees. This means innovating, adapting, and pivoting at pace! “ Jeremy Bono, Vice-President, Sales, League
Your daily behavior demonstrates who you are as a person – not what you say. You and the CEO/founder have a great opportunity to consistently recognize folks that act confidently within the sales team by displaying a growth mindset, applying incremental innovation, or ongoing learning and development. Individual and group acknowledgement that goes above and beyond has never meant so much to us all!
Sales leaders must continue to find ways to equip their sales teams to be successful during the next 6 months of the 2021. This is really hard work for every single sales function. This success is valuable input into recovery planning readiness in the new normal period. Remember: nobody has experience or expertise in managing a sales team under these current circumstances. Act with gratitude, care and energy to make this time matter.
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