The last few weeks have been pretty unique – I know I have never experienced anything like what is happening right now in my entire career. Sure, there were the downturns in 2000, 2008, 2011, but those were nothing like what 2020 is bringing us right now. That said, one thing is certain – just like previous downturns, this will end and we will recover.
Right now, many clients are telling us that everything is on hold. As a sales leader, you know the pain and suffering teams will endure as sales don’t materialize like you forecasted them. And, you know a few folks will need to be laid off, and the decision on who you keep is probably out of your hands to some extent. That is the unfortunate reality of the situation.
While handling and delivering the sad news, as a sales leader, you must also act to set a plan in motion to excite and inspire your survivors. These folks will likely feel happy to still be on the team, but unmotivated as they mourn the loss of their team members and struggle with feelings of uncertainty, which can drive the team to even worse performance. The difference between a good and great sales manager here is in the actions you take now.
Sales Gauge has been working with some of our clients to develop these critical plans. We’ve been meeting with sales managers to establish a specific set of criteria and personalized coaching plans for the individuals on their teams. During these web-based sessions, we identify the skills and areas for development that will be used to discuss why the survivors are there and why they’re investing in them. This is an opportunity to demonstrate leadership and empathy, while at the same time, reigniting your sales reps’ passion to sell.
At the end of this, as we begin to recover, the sales teams that thrive and come out stronger will be those with managers who think and act differently and challenge their sales reps to do the same.
For more on sales management take our eLearning module SG8: Sales Management, or call us at 781-910-0077 for more on developing a personalized plan.