Let’s look at a few key strategies sales leaders should focus on to rally their teams, drive sales, and keep remote staff members motivated during this tumultuous time.
With the ambiguous state of the economy, sales leaders need to be optimally accurate with their quarterly revenue predictions, so that they can make the best decisions for their businesses. This means that every deal has to count and therefore, every rep has to be laser-focused.
One way to remedy this loss of focus is for leaders to gain visibility into the daily activities of each sales rep to learn exactly how prospects are engaging with them. “When both managers and reps have a clear line of sight into which deals are truly in play and understand the sequence of events to close them, the business becomes more efficient and revenue predictions become more accurate.
“Keep up with your routines,” he says. “For us it’s our weekly forecasts, team meetings, and one-on-ones that strengthen connectivity and keep everyone working towards a common goal.”Because everyone is sequestered to their home offices, it’s easy to lose the kind of personalized contact that makes for successful selling. It’s more important than ever to break through this isolating time and maintain a human connection with prospects.
“You don’t always have to be the full screen star of the show,” he says. “You can use screen recordings to help communicate your product features or answer questions if your dog is in the background.” Most of all, it is so important to remember to be empathetic at this time. People are worried about the health and safety of their loved ones and also how their jobs will be impacted.
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