Selling Strategies for a Changing World
As the world slowly regains it’s equilibrium many companies (from multi-national behemoths to smaller or medium sized) find themselves struggling to make the volume of sales they need and they’re calling me in to help them diagnose and solve the problems with their sales team. It’s been a fascinating experience because I’ve been shifting between strategic assessments, overhauling sales systems and processes, and hands-on training so I’ve really had a 360º view of what is going on.
The reality is that things have shifted during the pandemic your sales strategies need to shift to meet the new situation – or at least they do, if you want to survive and thrive.
Here are 3 areas of potential change:
- Your clients and customers’ circumstances may have changed meaning that your solution may now be too large or too small for their new needs;
- Your team membership may have changed as people retired, moved elsewhere, or came to work with your expanding demand;
- Your processes and systems may have changed – or they may need to change – to meet new circumstances;
All of this change means that you cannot take anything for granted, so it’s more important than ever to:
- Nurture relationships,
- Educate and inform clients as well as prospects about your services,
- Assess your offerings and adjust them to meet demand,
- Implement sales systems and processes that help you do all of those three things.
Over the past decade of rampant growth, many people have felt comfortable in sales roles because all they’ve needed to do is close leads that have been funnelled to them in almost endless supply. This meant that a 30-50% close rate was still acceptable, because there were always more leads to tap.
BUT… The math changes when the leads (and I’m talking about qualified leads here) dry up.