Let us face the facts. Selling has changed dramatically since the Pandemic. Your customers and prospects are affected to varying degrees.

Some previous accounts will not be returning. Some will be “re-tooling” their businesses.” Some will be “business as usual.” Some will be growing and doing gangbuster business…based on the segments and industries they operate within.

As Sales Leader it is your #1 responsibility to get past the “confusion” successfully “transition” your business.

It all gets down to “Having a BETTER VISION & Doing Things BETTER with improved/better processes, people. Positioning.

Questions you must ask (and have answers to):

As the sales leader, you ask yourself: “How are the “troops” doing, working remotely?”

Your inbox has been loaded with ‘advice” on communication, coaching, and giving feedback and encouragement during sales people this unsettling time.

The customers/prospects are “playing defense,” meaning they do not want to lose their business. You want your salespeople to play “offense,” make the calls, adjust their traditional selling style to sell remotely. Strong leadership and management are needed now, more than ever. The Sales staff are now all set up to work from home, learned how to use Zoom. With this change in sales strategy, and each person working alone, without close supervision, in this new environment, what could go wrong?

Sound familiar over the past couple weeks? As a Leader, how do you help your people overcome their fear? What MUST you do to help them separate their “sales mission” from all the “noise” they are hearing (and possibly believing?)

Depending on the age & experience of your sales team, if they didn’t go through the 2008-2009 Financial crisis and recession—they are in SHOCK and DENIAL! This is an unprecedented time.

Help them with their MINDSET. Where is YOUR business today? Give them guidance, hope and direction:

We’ve all been inundated with ‘tips” on the internet on “how to work remotely” over the past week. Sales Leadership is NOW critical.

In this time of remote selling – telephone skills are more important than ever.

Your people want to know: “What should I do?” AND…” What do I say?”  AND… “How should I start my phone call in this “crazy time?”

Time is the salespersons #1 asset. It’s also a “depleting” asset. We can’t “recapture” time.

Insight: “You can’t manage time; you can only prioritize & manage your activities and what you do with your time.”

How we spend our time is most critical.

We’ll share 3 major components of Time/Asset Management.

1. Organization:

• What activity needs to be planned & prioritized in order to reach your personal/sales/income goals…. weekly and daily?

2. Action:

• Focus on “behaviors” which produce your desired results—while also addressing distractions, low priorities and time wastersthat “steal” our valuable time away from sales. (Make a “contract” or agreement with yourself to stay focused on what activities & action steps get you results.)

3.Evaluation:

• At the end of the week: Evaluate your “achievements.” What behaviors and techniques allowed you to achieve your weekly goals?
• What, if any, problems or setbacks did I encounter? How will I address/overcome them ?
• Did I make the “right choices” with my time this week?
• What can I learn from this week to be better Organized next week & the week after?

The “Pay-Off.”  When you follow these 3 step components, every week…you will see an increase in your productivity and ultimately, your results.