This week, I'm aiming my sales tip at those of you out there who are sales managers or sales directors.
I've been doing an awful lot of work with sales teams over the past three or four weeks, and it's tough out there with regard to lockdown, but there's still so much you can be doing to be proactive.
So, let's be talking to our customers, even though they may not be having a load of business (they may be in shut down etc) but we still need those reach out calls - the "how are you"s, "what are your upcoming projects?".
It's more of a PR-type call, but it's always, always useful.
We can still book face-to-face meetings. I know that it's difficult because of lockdown, but we now have Teams, we have Zoom, so let's get those going and continuing.
If your sales teams aren't comfortable within that arena, then it's time to invest in some sales training so that they are, and they can utilise this medium for the long term, because I really don't think this is going away any time soon.
We ought to be looking at lapsed customers: it's a great time to pick up the phone and reconnect, and sometimes discussing the elephant in the room (we've not heard from you for a while). Let's have some really good conversations about this.
The other thing I want to talk to you about is working from home. A lot of sales teams are wfh at the moment, but there's still things we can be doing. A lot of my clients are now focusing on utilising the power of LinkedIn.
A lot of people are at home, and the successes I'm getting with my clients at the moment is that they're having conversations with people that they've not been able to get hold of previously, and people that they might never have been able to get to pre-lockdown, because people are sitting at home and concentrating on networking on LinkedIn.
So, get your sales team working on LinkedIn, but remember there is an etiquette about it! We have to be very careful not to be hard selling on this.
If you want to learn how to use LinkedIn and to get your sales teams on there, or you want to fine tune their strategy, I am offering up a free one hour virtual coffee and chat. We'll look at what you're currently doing, review that, talk about some hints, tips and ideas to help you out and bring you more success.