How can you coach sales representatives to sell during times of uncertainty?

Hace a?os, en plena crisis económica, un vendedor de hotdogs se encontraba en una zona corporativa, donde ejecutivos, gerentes y vendedores acudían a comprar sus salchichas. A pesar de las conversaciones constantes sobre la difícil situación económica, el vendedor continuaba con su labor. En una ocasión, un ejecutivo le preguntó cómo la crisis económica lo afectaba, a lo que el vendedor respondió con una pregunta contundente: "?Cuál crisis económica?" La moraleja es que, en tiempos difíciles, una actitud positiva, determinación y enfoque en el servicio al cliente pueden conducir al éxito. La historia del vendedor de hotdogs destaca cómo mantenerse firme frente a la adversidad y buscar oportunidades incluso en situaciones desafiantes.

To sell value you first must understand what the prospect values. It's important to come to the meeting with a unique perspective, showing that you understand your Ideal Customer and the buyer persona that your solution impacts. Share insights and trends through stories, and follow up with open ended questions that engages the prospect in a collaborative way. Listening to the buyers responses, and using their language, tie your value proposition to how it will impact them, and resolve their pain.

Además de propuestas de valor, explorar el uso de historias impactantes sobre cómo la solución ha ayudado a clientes en situaciones similares. Ejemplo: Crear narrativas convincentes sobre cómo la solución ha permitido a otros clientes adaptarse y prosperar durante tiempos inciertos. Incorporar simulaciones de ventas para que los representantes practiquen abordar objeciones específicas relacionadas con la incertidumbre. Utilizar herramientas de realidad virtual, como Bigtincan, para crear escenarios realistas y mejorar la capacidad de respuesta. Además, promover la empatía en la comunicación, capacitando a los representantes para comprender las preocupaciones del cliente y adaptar la solución en consecuencia.

During uncertain times, coach sales reps with empathy, highlighting the value proposition of your product/service. Adapt messaging to address current needs and leverage virtual tools effectively. Encourage relationship building, provide market insights, and set realistic goals. Foster a culture of continuous learning and celebrate successes to keep morale high. With support and adaptability, your team can navigate uncertainty with confidence.

Coaching sales people in times of uncertainty can be achieved. Coaching by its real meaning is different to the common perception. Coaching is commonly referred and miscomprehended as mentoring or training or education about a particular topic, sales in this case. Being a professional accredited Executive Coach and rated as one of the Top Coaches in Ireland 2 years in a row, I know a thing or two about coaching. I coach CSuite Executives and Director covering different areas of the business, including sales. Coaching is the opening of the mind and uncovering new ideas and behaviours. Coaching is innovation. If you have a good sales team or reps in regular times, then this team can make it through a downturn with a good coach.

Además de revisar objetivos, utilizar herramientas analíticas como Tableau permite visualizar y ajustar dinámicamente las metas de ventas en respuesta a cambios en el mercado. Ejemplo: Utilizar Tableau para crear tableros interactivos que reflejen en tiempo real la efectividad de las etapas de ventas ajustadas. Introducir técnicas de seguimiento más frecuente, como el uso de chatbots para evaluar el interés del cliente en momentos específicos, mejora la adaptabilidad. Capacitar a representantes para identificar nuevas oportunidades implica utilizar herramientas de inteligencia de mercado, como ZoomInfo, para explorar sectores emergentes o cambios en las necesidades del cliente.

In the sales world, you need to keep your reps engaged by setting up goals every quarter and revising if they are meeting those goals. The best way to predict customer needs and behavior is by talking to your established customers and obtaining feedback and referrals from them. You want to trust your reps, but you need to verify their work and their progress.

Empower sales reps to adjust their pipeline by fostering creativity, exploring new channels, and nurturing existing relationships. Encourage proactive communication, offer flexible solutions, and provide continuous support. ?? #PipelineFlexibility #AgileSales #Empowerment ??

Em períodos incertos, ajustar o pipeline é vital no coaching de vendas. Revisar metas, estágios e priorizar leads qualificados, aprimorar acompanhamentos e identificar novas oportunidades s?o estratégias essenciais. A adapta??o proativa maximiza o sucesso em mercados voláteis.

Se trata de trabajar con herramientas que ayudan a los vendedores a desarrollar sus capacidades y potenciarla. Forma parte de la métodologia de trabajo y consejos para ayudar a los vendedores a alcanzar sus objetivos. Analizando cartera de cuentas y objetivos.

Promote focus, resiliency, & mindset. The businesses you sell to still need to operate & grow during uncertain periods. Reinforce normalcy will return, & the opportunities to get ahead while other competitors are distracted. Encourage prospects & reps alike to keep building. Lead the conversation around anxiety & the paralysis that comes with the anxiety as a normal human response to the uncertainty. Encourage them to do activities such as: meditation, reaching out & connecting to their friends & family, exercise, getting enough sleep, eating healthy, & avoid indulging in alcohol or smoking/vaping. Focus on investing in healthy support systems even more so during this time.

It's important to understand that coaching is not telling; it's communicating the vision for What Good Looks Like and how they can maximize their potential to achieve the goal. This requires discipline to prepare, practice, and review. An often overlooked element of effective coaching is consistent call reviews. Correcting mistakes in the moment of the call, has a greater impact than simply telling people what they should do. As a leader, this doesn't require listening to the entire call, a good practice is to listen to the first 5 min, 5 min in the middle, then the last 5 min of each call. In thirty minutes you can listen and coach the rep, providing them the skills they need for continued mastery!

Además de celebrar victorias, incorporar sesiones regulares de reconocimiento virtual, como a través de plataformas como Bonusly, fortalece la conexión del equipo. Ejemplo: Crear un canal de reconocimiento en Bonusly para que los representantes elogien y apoyen entre sí, fomentando un ambiente positivo. Promover la resiliencia implica la implementación de programas de entrenamiento en inteligencia emocional para ayudar a los representantes a gestionar el rechazo y las frustraciones. Integrar técnicas de mindfulness, utilizando aplicaciones como Headspace, puede reducir el estrés y mejorar la salud mental. Además, fomentar la comunicación abierta y regular para que los representantes se sientan cómodos buscando orientación y apoyo.

Guide sales reps through uncertainty by offering continuous support and constructive feedback. Implement regular check-ins, offer training on resilience, and foster a collaborative environment. ?? #SupportiveCoaching #ResilientSales #FeedbackCulture ??

Em tempos de incerteza, fornecer suporte e feedback é crucial para o moral e confian?a dos representantes de vendas. Como coach, treinar os representantes a adotar uma mentalidade positiva, celebrar vitórias, aprender com perdas e buscar orienta??o é essencial. Estratégias de autocuidado, como estabelecer limites, fazer pausas e exercícios, também s?o fundamentais para reduzir estresse e evitar burnout. O apoio constante é um componente-chave no fortalecimento da resiliência da equipe em face dos desafios.

Technology can be a tremendous advantage or another distraction. The tech itself isn't the silver bullet, it's how you effectively implement and utilize the tech that will make the difference. First start with the essentials, CRM, Communication tools(emails, zoom, slack, etc.), call recording tool then use it consistently. People should know exactly where to go for what they need to do. So provide the tools and a clear use case so they can move quickly.

Además de videollamadas, implementar plataformas de realidad virtual, como Engage, para simular situaciones de ventas y mejorar habilidades de manera inmersiva. Ejemplo: Utilizar Engage para recrear escenarios de negociación virtualmente, permitiendo a los representantes practicar respuestas a objeciones realistas. Integrar sistemas CRM avanzados, como HubSpot, no solo facilita la gestión de clientes potenciales, sino que también proporciona análisis en tiempo real para ajustes proactivos. Capacitar en el uso de plataformas de aprendizaje en línea, como Coursera, brinda acceso a cursos especializados para fortalecer conocimientos. Además, aprovechar la inteligencia artificial en la monitorización, utilizando herramientas como People.ai.

Equip sales reps with cutting-edge technology to thrive in uncertain times. Train them on virtual selling tools, data analytics, and AI-driven insights. Encourage experimentation and innovation to stay ahead of the curve. ?? #TechEmpowerment #VirtualSelling #InnovateToWin ??

A tecnologia é uma aliada poderosa no coaching de vendas durante a incerteza. Capacitar os representantes a utilizar chamadas de vídeo, ferramentas de bate-papo e sistemas de CRM fortalece a comunica??o e colabora??o. Aproveitar plataformas online, cursos e podcasts para o aprimoramento contínuo das habilidades e conhecimentos dos representantes é crucial. Além disso, monitorar atividades, resultados e feedback por meio da tecnologia permite oferecer treinamento personalizado e oportuno, mantendo todos conectados e informados. A integra??o eficaz da tecnologia é essencial para impulsionar o desempenho da equipe em ambientes voláteis.

Hoy es básico utilizar en ventas herramientas como un buen CRM, generando la cultura de la generación de información, análisis y puesta en marcha de acciones en base a la misma. La IA seguramente con el tiempo también será una herramienta importante.

Creativity happens within constraints. So first, there must be a clear system to operate within. Knowing what good looks like, then when executed continually reviewing the results and iterating on them to get better. If a rep isn't clear on what to do, creativity won't matter. Prepare, practice, and review.

Además de adaptar estrategias, alentar a los representantes a utilizar herramientas de dise?o colaborativo, como Miro, facilita la generación creativa de nuevas ideas. Ejemplo: Utilizar Miro para organizar sesiones virtuales donde los representantes pueden compartir y desarrollar nuevas tácticas de ventas visualmente. Fomentar la experimentación en nuevas ofertas implica utilizar plataformas de prueba y lanzamiento, como LaunchDarkly, para implementar características de productos de manera gradual y evaluar respuestas. Capacitar en la colaboración interdepartamental, utilizando herramientas de gestión de proyectos como Asana, promueve la creación conjunta de soluciones. Además, incorporar técnicas de pensamiento lateral.

Uncertain times are a great opportunity for creative salespeople. Now that every customer is confused, most of them will listen to you if you give them clarity. These are the 3 steps I recommend to sales representatives during uncertain times 1) Select the customer who has resources to spend/invest in these uncertain time 2) Meet them and honestly present them the opportunity about when the world is in fear, how they can make money 3) Be with them, till they can achieve the number you promised. I mean, even after buying your product to achieve their numbers, you support them till they achieve their numbers. Give your connections, and insights and help them. They will never forget you. They will be your lifelong customers

In times of uncertainty, it is often reassuring to hold on to what we know. That's where a good sales leader needs to step up and explain the value of being creative in the sales process. There are so many possibilities: - prospecting using video messages - attend customers' events - craft more creative sales pitches - ...

Focus your team on being explorers rather than hunters. Explorers find opportunities via exercising and enhancing their curiosity. Uncertain times is a great time to learn what your customer is weary about (outside of your product ecosystem) and that is where your team's value add can be to their benefit.

? If you think times are tough and getting tougher, you’ll be right. ? If you think now is the time skill and effort gets the deals, you’ll be right. ? If you think your competitor is in the corner crying, woah is me, and now is the time to hustle and get more customers, you’ll be right again. ??Whatever you think, you will be right! It always comes back to, its not what happens to you, but how you react to it.

One aspect to consider is making sure that your sales team also strengthens relationships with existing clients. Many salespeople forget to check in with clients after the sale is completed. A great source of new sales is customers who have already purchased from you. By having salespeople also strengthen relationships with their clients, they will increase referrals and gain the trust of new prospective clients.

Coach sales reps to prioritize empathy, build trust, and focus on long-term relationships. Emphasize the importance of understanding customer needs, providing genuine value, and offering support beyond the sale. ?? #EmpatheticSelling #TrustBuilding #RelationshipFocus ??

In uncertain times, coaching sales reps becomes an art of understanding human nature. It's about inspiring reps to see beyond the product and into the heart of what their clients truly need. By focusing on the personas of high risk-takers and innovators—those who view advertising as an investment rather than a cost—we can navigate these choppy waters. This period is ripe for storytelling, a skill that allows reps to connect deeply with business owners, recognizing their unique traits and motivations. It's about teaching reps to identify with their prospects on a more personal level, showing them how to invest in relationships when it matters most. Now, more than ever, understanding and empathy are the keys to unlocking true sales potential.

By considering additional factors, like continuous learning and adaptation, data-driven decision making and collaboration with cross-functional teams, sales managers can provide comprehensive coaching and support to help sales representatives navigate uncertainty, adapt to change, and succeed in challenging business environments.