Sales teams are greatly affected by the constraints of social distancing. They face challenges on two fronts: skill and will.
On the skill side, they are unable to do what they’re trained to do professionally: influence customers through face-to-face meetings. And as their performance suffers in this constrained environment, concern for their compensation can hurt their motivation – the “will” component.
If you’re responding to the recession by cutting prices and extending terms, pause for a moment to think on this:
Enabling your sales teams to perform better in their constrained environments is the true deciding factor for revenue recovery. It’s critical to how well – and how quickly – you’ll recover.
Have you enabled your sales teams’ skill and will with remote selling? An effective transition involves four critical actions:
- Reassure: What’s the mix of fixed vs. variable pay in sales compensation?
- Renew: What’s the focus of sales management as a process?
- Renew: What’s the focus of sales management as a process?
- Retool: What’s the level of customer-specific information available to sales teams?
- Retrain: What’s the focus of sales force training?
Get started on the road to recovery with our guide, A Distributor’s Roadmap to Revenue Recovery.