Over the past few weeks, I’ve been speaking with executives on how they see the business world opening, and how it will affect their sales team. There have been extremes, mainly based on whether their business serves essential businesses, or they don’t. Some see business as usual, and some see dramatic changes. Where you land on the subject can be driven by several factors, all based on your specific business. From a macro view, until there is testing and there is a vaccine, most believe that there will be great caution with in-person sales meetings.
I felt if I could summarize some of what I heard; it might be helpful.
Provide your sales team protective equipment and set your policies and procedures that protect them and your customer.
Call ahead to your customer and determine if they can meet in person. If they can, what is their protocol.
Communicate clearly, quickly, and often so there are not any misunderstandings. The key is short, impactful meetings.
Think through your “hallway” conversations. Plan to address those type of communications through video or telephone meetings.
Teach your sales team how to communicate clearly and concisely with your customer through video and telephone conversations. It may be considered common sense, but most believe it will take extra time to make sure the sales team is following a process. It will keep your sales cycle from lengthening due to not asking the right questions at the right time.
Most have not had a home office. Take the time to help them set up a functional office space.
Prospecting may be the most difficult thing to do at this point. Set KPI’s for your sales team to ensure they keep the prospect list working and move opportunities through the pipeline.
As I spoke with the executives, most are working from multiple possible scenarios. There is not a playbook for this. They are writing the playbook as they work through this. I have several additional calls scheduled and I will continue to learn and share what I’m hearing across other businesses. This is not a competitive situation. This is a group of business leaders that freely share for the betterment of all and for that, I’m grateful.