While the saying\ngoes \u201cYou win some and you lose some\u201d, I think the progressing lockdown caused\ndue the ongoing COVID-19 pandemic is making the latter all the more prominent,\nespecially when it comes to sales. And even then, we would like to draw wisdom\nfrom it \u2013 we always learn. Let\u2019s see how such learning can relate to business\ndevelopment and your sales team.<\/p>\n\n\n\n
We\u2019ve witnessed\nthe kind of toll COVID-19 has taken on mankind. So much so that umpteen\nmeasures are being taken up at identifying and filtering out the infected from\nthe healthy. This exercise is helping contain the virus & the healthcare\npersonnel know where to divest their time and efforts. The sales process too\nhas a high resemblance to this.<\/p>\n\n\n\n
As it is, people\nare experiencing burnout during these WFH times. What was manageable in a span\nof 8-9 hours during work hours earlier (whether in your own office or the\ncustomer\u2019s), is no longer a fact since the last 2 months. We are all restricted\nto the confines of our own homes and governed by the practice of social\ndistancing. So, it has truly become gruelsome to prospect just over the phone,\nand manage client relationships telephonically. It is critical to identify who\nqualifies for your time, money, and resources. Just like how hospitals are not prioritizing\ntypical OPD cases and are only admitting the most critically ill patients, even\nbusinesses need to be selective.<\/p>\n\n\n\n
Given our limitations in WFH scenarios, especially\nprospecting, we should also be selective in whom we pick. Some things you could\nconsider are \u2013<\/p>\n\n\n\n
Try to weave a message around customer pain\nareas and how responding to you might be worth their time. Classify the\nresponses you get and then plan on how to prospect.<\/p>\n\n\n\n
Physical distancing is proving to be really\neffective in avoiding the virus. In short the less you interact with ill,\ncontaminated people and things, the better your chances of staying healthy.<\/p>\n\n\n\n
Similarly, keep away from negative thoughts\nand experiences and don\u2019t let that puncture your self-confidence. We all must\nacknowledge that sales is a tough job and therefore consciously do not allow\nrejections and no-deals break down your self-confidence. it is imperative to\nseparate who you are from what you do. Don\u2019t let the day-to-day routine of your\nrole affect your belief in yourself \u2013 let in not depress you. Just like we\u2019re\nwearing masks to stay protected, wear a mask of positive attitude and\nperseverance with every new prospecting effort.<\/p>\n\n\n\n
From the time the\nCOVID-19 virus has been doing the rounds, everything is in a lockdown except\nfor health facilities and essential goods. Everything else is non-operational\nand despites such precautions, the hospitals are nearly full of new COVID\nadmissions. This means that such precautionary measures are critical to ensure some\nsort of balanced spread of vital resources or else our hospitals are going to\nbe overburdened big time (which was true for so many). So if this lockdown is\nslowing the progress and spread of the virus, it is also ensuring that the\nsystem is prepared\/equipped to take on additional cases effectively.<\/p>\n\n\n\n
It is likewise\nwith sales. In all probability, we observe sales people function in ups and\ndowns \u2013 sometimes they are soaring and then suddenly there\u2019s a slump. This is\nbecause of the initial prospecting effort which churns some pipeline and then\nthey get so busy with that pipeline that they forget the most important task in\nsales \u2013 churning more prospects. This causes ups & downs, as against a much\ndesirable balanced funnel, which is possible committing yourself to doing a\nlittle bit of prospecting daily, consistently.<\/p>\n\n\n\n
A balance by being consistent in your effort will lead to sustainable business growth versus the undesirable ups & downs. <\/p>\n\n\n\n
In this article, we\u2019ve tried our best to see how we can learn, from what we see around us and thought let us draw positive inspirations, from the changes we have been witnessing since the COVID-19 outbreak. It will be long before life is normal again, but do we really want to wait? Endlessly? Execore Spectrum encourages you to take on new perspectives, be positive and move ahead with confidence. <\/p>\n","protected":false},"excerpt":{"rendered":"
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