Organisations currently implementing disaster recovery plans and operating in crisis management mode will soon begin to think longer term about adapting their business strategy to accommodate new realities.
We’re all far too used to settling for a team that has a one or two sales superstars, an acceptable number of patchy performers (who somehow pull something out of the bag on the last day of the month!), and a few people who used to show potential but have slightly lost the plot and failed to shine. We’ve all worked in these teams and you might even be at risk of putting together your own version of such a team right now.
With businesses encouraging staff to work remotely and clients cancelling meetings, you and your sales team have a unique opportunity to focus on your own development.
Over the last few weeks I, like many of you, have found sales meetings and other face-to-face client interactions being either postponed or moved online. Initially I was concerned, and I still am, by the impact that these delays could have on my sales pipeline.
But more recently, I have found an upside. Most people will have heard the phrase ‘necessity is the mother of invention’ but who first said it? Read on to find out…
In short it is about motivation, not ability. I’m going to make this really personal. My first ‘real’ job was a sales role. I was attracted to a career in sales at the time because my house mate who had graduated a year before me had embarked upon his own sales career and was enjoying all the trappings of success; a flash company car, full Sky Sports package and no concerns when it came to paying for our regular Sunday evening Domino’s pizza.