The year 2020 was far from typical. COVID-19 struck humankind and, scientists responded with unprecedented speed to discover and manufacture vaccines. People were isolated from loved ones, but instead of letting that distance consume them, they embraced Zoom and FaceTime video chats. Protests rose up across many major cities, and instead of repressing the cause, many states took notice and started the beginnings of reform.
The crux of sales leadership is to hit the sweet spot between not pushing your team hard enough and committing to an overly ambitious goal, right? Too often, sales leaders resort to increasing goals without considering their team’s sales capacity. Knowing your team’s capacity allows them to generate more leads, close more deals, manage time more effectively, and make sure they do not burn out.
This year certainly has had its challenges, personal or professional. But, whether your company surpassed its sales goals, or it struggled to stay afloat, you still need to figure out some way to set your sales goals for 2021.
As the world starts to move out of panic mode, into healing mode and back to growth, you may find yourself in need of a sales leader. There are few decisions more critical for a company than hiring the right leader for your sales organization. This role is responsible for executing your company strategy out in the market. Use these tactics when looking to hire for your next sales leader.
It is also a time of potential challenge for sales leaders. As our people recharge and rejuvenate, we run the risk of having revenue take a vacation and either losing some of our first half gains or falling behind altogether. Here are signs that this may be happening:
The sales leader is the person who leads the sales organization to generate predictable and repeatable revenue for the company, correct? With such a vital role, how come more and more owners and CEOs feel disconnected from their sales team?
Much of the world has practically shut down; countless people have been laid-off, customers are no longer spending money, your sales have declined rapidly. This crisis happened so quickly that you are frozen like a deer in the headlights. You do not know what to do next. So, you do nothing, that is safe, right? You cannot make anything worse if you just stand still correct? Wrong. Here is what you can do instead of sitting on the sidelines during a crisis.
Let’s face it; acquiring new business is essential for any business. If you’re not doing it, your competitors are, and this means you’re losing market share. Right now, things are very uncertain, and chances are the strategy you put into place for sales growth this year has now been tossed out the window. So here are six tactics you can implement to generate revenue in these troubled times.
Crises, at any level, are disruptive. During times of intense disruption, like the COVID-19 pandemic we are experiencing, two things are essential: 1) Navigating the immediate financial risks to emerge with minimal damage: 2) Preparing for a post-crisis world that might look distinctly different from the world we live in right now. Many business owners are focusing too much on the now and not on their future.
Restructuring territory happens when the company is growing or when new products or services are added. Along with growth and new adds can come conflict and frustration with your team as they feel their territory shrinking. Here’s how to resolve some of those feelings.