What to expect from salespeople post Covid

#Coldcalling, #Covid-19, #Prospecting, #Salespeople | Aug 12, 2020

The effects of Covid-19 will be felt for many years to come. As well as having a transformative effect on the way we live, this will also be a catalyst for a revolution in the way we do business. The novel coronavirus has rendered much of the old way of working unsustainable and given businesses the impetus to make changes in the way they do things at a basic level.
One of the most fundamental changes will be in sales. Salespeople are already finding their world has changed perhaps more than any other area of business. They thrive on the thrill of the chase and face to face contact – but all of that has gone. The way we interact from now on, the way we travel, the way we communicate – it will all change.
So, what can we expect from our salespeople now that their world has been turned upside down? The first thing to say is that they will need help. Goods and services still need to be bought and sold but it will be up to all of us to figure out new ways of doing this. This will involve investing in and implementing new technology. Video and phone calls will become the norm for the foreseeable future, so we need to offer our support.
Working will need to be more flexible too. Working from home will become more acceptable across the board. And business travel, a long-time perk for many in sales, will become less standard. Only productive travel will be encouraged, with much of the legwork done remotely.
There will be fewer sales events and showcases, which will make finding new markets tougher. Selling techniques will, therefore, need to be honed, as we can no longer rely on large sales events to make deals. That’s where sales training comes in. Salespeople will need all the help they can get, which involves better training in new and innovative sales techniques.
Cold calling and prospecting will become more important, but crucially the public will be more receptive to this, as they will to the world of sales in general. Sales are the engine that drives business, and we all know how important it is for this to get back on its feet as soon as possible. It is hugely important for all of us that business recovers quickly.
All of this means that while the work for salespeople will be completely transformed in many ways, a more receptive marketplace may counter some of these effects. It is vital that we support our sales teams with the technology and training they will need to succeed. And the sooner we start, the better. We need to come to terms with the fact things are not simply going to go back to ‘normal’ – whatever that means. And if you fail to adapt, or to support your sales staff to adapt, then it could spell trouble ahead.
Email mike@thesalesacademy.com for more information about what you can do to help your salespeople.

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