"Stay calm and carry on selling"

We define sales in short, as helping our clients succeed right? So, during this period of disruption, worse in some geographies than others, it really boils down to a shift to remote operations and how we go about the sales process and not why we do what we do.

When our client succeeds (they are also under the same disruptive forces as we all are), so do we. So, from a sales perspective, it must be about “Stay Calm and Carry on Selling”, just differently. This is about them, their business, their employees and frankly, their survival. The only question sales needs to ask is how do we make them successful during these terrible times. It’s natural to think about sales commissions, targets, quota’s but if the client believes that is your agenda in selling to them, you are sunk! Understand them and their very real challenges.

This time is certainly not an excuse to do nothing so change tack and get your clients into the virtual space, drive for the move to video and no meeting cancellations. Drive for a retention of the focus normally applied.

You may see a weaker and softer pipeline right now and this is probably unavoidable but remember things will bounce back and will do so strongly.

Take deep breaths and stay calm. Good luck to you