There’s a lot that I’ve learnt about leading high performance sales teams over the last 20 years. Arguably the biggest learning curves were when the GFC hit and we went from riding the wave of continuous revenue growth the years prior to a crash beyond measure that we were not prepared for.
The targets you set at the beginning of 2020 may no longer be relevant after the global impacts over the last 6 months. This has a negative impact on the obvious, and more subtle areas of your business.
By implementing the following 5 strategies, you’ll be giving your business a better chance to not only survive, but also thrive.
1. Redefine what success looks like in the new look world. Revenue targets will still be a part of this and there’ll also be other measures of success such as customer contacts (new and existing). It’s important you strike a delicate balance between not losing sight of the numbers, and still focusing on meaningful metrics that are motivating for the team to strive for. Targets should be achievable but still a stretch.
2. Establish other motivating factors for individuals within the sales team outside of only hitting revenue targets. For example, do they want career progression that you’re able to invest time in to up-skill them or offer exposure to other areas of the business with a mentoring program. Find out the things that excite the individuals in your team and maximise this to help with the engagement of your team.
3. Think creatively about all aspects of your business and sales. What are new ways to reach out to clients and new prospects, what tools are you using to engage internally and externally. Get the team to contribute ideas and solutions for increasing revenue and client opportunities. Look for the opportunities instead of the losses. This is an optimal time to find different ways of working, what technology are you using to streamline and bring your business into the future.
4. Use this time to fill in the process gaps in your business. Do you have an effective sales process, is it documented and if it is, how well? What are the areas of the businesses that have been neglected that you can now revisit? Or perhaps it’s time to revisit your offer to market.. Is your service or product still the right fit for current market needs?
5. Look into your team’s skills – for example, how skilled are your team with their sales conversations? Don’t use lack of budget to avoid up-skilling your team. If you can’t outsource it, do it internally. There are so many free resources you can use. To get started, download your Mindset of Sales Playbook.
As we touched on previously, the true talents of a salesperson (and leader) will come through in challenging times. There’s nowhere to hide, or cruise, as the level of transparency is higher than ever. So look at what the numbers, data and people are telling you and find ways to implement these top 5 strategies.
Nicky Miklos-Woodley is an Evergreen Sales & Business Coach, Facilitator and Speaker.
There is a common stigma attached to ‘sales’ and yet, sales are so critical to the success of all businesses. The hard truth is without sales, your business is a hobby.