Lockdown has spelt out it very clearly; no longer will the old sales processes & calling methods, ever be the same in the future. It is those companies with the agility to meet the new challenges who will scoop market share & grow revenue.
Here is a 6 pronged strategy suggestion, for Sales Leaders to implement & keep a Sales Team active, focused, motivated, & an asset to their Customers.
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| COVID-19 & the subsequent lockdown, has caused havoc with sales processes & Customer relationships.
Any & all contact of course, will have to be remote. This requires a whole shift in mindset & will affect the way business is conducted, going forward; even post lockdown. New habits will have formed.
As a sales Leader, how are you managing your Team during lockdown? (I do feel for those archaic few who still insist on trackers in Rep vehicles)
At this time, more than ever, your Team needs attention, sound leadership & regular contact. Your Team will be looking to you to both reassure & motivate them.
The first task of the Sales Leader is to set daily tasks & timelines. We are all creatures of habit & this crucial element will keep your soldiers at least somewhat focused & with deadlines to meet, a sense of urgency will prevail.
Your second, is to create a method & content to keep contact with your Customer base. > how often should they be contacted? > what would be the best medium of contact? > how do we remain front of mind & avoid becoming a “pest”? > be sure to share only good news – perhaps industry tips, or even humour at our situation. > items that perhaps during their “normal lives”, the Customer simply didn’t get time to read or consider. > as most of our Clients are in the hospitality & food sectors, our resident Culinary expert, Marcelle, has written & cooked some fun dishes, which we are sharing with our Clients. I weigh in with silly posts about a fun look at the lockdown. All designed to keep front of mind.
Thirdly, create a “route schedule”, day by day. > from when to when each day should your Reps be “calling”? > how many calls do you expect each to make each day? > what reporting method do you require & frequency? > call in on each member unannounced & unexpectedly. Show you care & it is not merely a check on them. > sales meetings; should continue at the same time & frequency as pre-lockdown. Set your Team up with Skype or Zoom. Important for them to see & hear from each other & how “my colleagues are bearing up”. It will create a powerful bond & make the Team stronger.
And fourthly, identify, set & measure sales activity & expected objectives. > what should be discussed at each call? > How are your Customers’ coping; what are their forward plans, if any? This exercise will greatly assist in managing debt, as the outstanding book, & indeed failures, will be beyond anything we have dreamed of. Liaise with Debtors & your senior Management & keep them in the loop. > set sales targets; non-monetary, if your own business & your Customers are closed. Create competitions to stimulate & gain interest within your team. Offer prizes for the winners – a Takealot keepsake?! > instruct your Team in a report back method & processes to share at your Team meetings.
Fifthly, there has never been a better time to upskill your team. Online, short courses. Set each a topic to research & present at your team huddles. Stimulate their brains, keep their minds on the job.
In summary, now is the time for inclusive management. Keep your Team active, focused & upbeat. Encourage ideas & participation. This is unchartered territory & we are all learning, as we go. The old army adage holds true; a busy soldier is a happy one – they don’t find the time to grumble!
If you need ideas, strategies, templates or skills training support, BizGro may be locked – but never down! Call on us; it will be a privilege.
Stay safe; & sane! Richard |