B2B Sales during Covid-19: Understanding Changed Customer's Behavior & Managing Remote Team

Covid-19 has swept all around the world and businesses have come to a standstill. In this critical time, companies are figuring out how to protect people and increase revenue. The ability to manage remote sales teams has become a decisive factor in an organization's growth. 

Pandemic is at its peak and is going to stay for long which has forced businesses to adopt new business models to ensure business continuity and progressive change. It has become important to practice empathy and acknowledge that tried-and-true sales pitches may not work. It's a wake-up call to re-think and re-build some approaches that were followed before COVID-19. 

In my view, for protecting the core and accountability of hard-working remote sales teams, we need to plot new changes. This time has allowed us to create more leaders in the unit that works aligned with your business vision.

A drastic shift in the sales pitch 

Listening to the client's priorities and shifting the delivery models will drive major success. Before pitching, the team's focus must be on the consumer's buying persona that is influenced by COVID-19. The demands have changed and how prospects used to interact is changed too. Businesses are needed to support newly raised concerns of customers and prospects.

Sales team needs to focus on value-driven pitches that can help customers understand the services better. As many companies have gone on optimized operations, a sales pitch in today’s scenario needs to more specific, growth-oriented, and noteworthy. As customers’ mindsets are changing, the sales team should be able to understand the psychology and buying intent.

In this unstable situation, following a trail of traditional methodologies will hurt more than that of helping us. Businesses might need to change the industry domains that they are serving to seek new possibilities. As all industrial sectors are trying to bounce back, the sales team has new opportunities to grow the company’s reach in new verticals. 

Here, clear communication plays a significant role. Relying on cold emails or blind calls is simply ineffective. Try to bring more in-personal interaction through video conferencing or call. Understanding the pain points of business and giving them instant solutions is what will drive more sales. Once you establish an 'understandable connect', it's not just easy to help new clients but also bring more values.

Key Takeaway: Value sales pitch and clear communication drive better results

Accountability VS Ownership: Team needs right coaching

Rather than following a forced accountability hierarchy; sales managers, or administration should focus on better coaching. Accountability is extrinsic that needs a constant push for doing the best. On the other hand, ownership is intrinsic that drives more values. Creating a sense of ownership among the team members will make them self-accountable and more productive.

When we bring a sense of ownership among people, they become more accountable for the success and quality of both the output and outcomes of work.

For making this change happen, sales managers need to change the evaluation process. Make a shift from the time tracker approach to a rewards, recognition & appreciation approach. Jump from the 'number of calls made' to new key requirement findings from prospects that will help you in future planning.  

Key Takeaway: Team needs the right sales coaching to think like a leader

Business dynamics have changed due to the outbreak and companies have started re-thinking strategies. Three important things that will play major roles in an effective sales process are sense of ownership, self-accountability, and value-based sales pitches.