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Why Your Sales Team Isn't Selling During COVID


Why Your Sales Team Isn't Selling During COVID

Monday, September 7, 2020

There is a great article I recommend written in Inc. about the psychology of a salesperson. In the article, they relate how close psychologists and salespeople actually are. This is of course if you have hired the right salespeople. In my experience of working with hundreds of sales teams across the world, there are a handful of salespeople that are in this profile set and then there are some that contain perhaps half of these skills and that creates an issue.

I have led sales teams through downturns as well as product issues to get them back to being a top-performing team and I can tell you that mindset makes a difference.

There is a popular quote from Henry Ford “Whether you think you can, or you think you can't – you're right,”

This 100% applies to salespeople especially in a downturn or difficult environment. If the mindset of a salesperson is that they can’t sell in this environment, you will get very little from them. In fact, it can become an overall confidence issue, and even as things turn around they will continue to fail. It is almost as if they forget how to sell.

When I was early in my Sales leadership career I worked for a company that had a really bad product release. We released a product and then had to take customer service calls for a year while the engineering team reworked that product for an entire year. In that year - my sales team forgot how to sell.

So how do you turn around a team that has forgotten how to sell? Small Wins!

You need to get the psychology of your sales team feeling like they can win and then take them to a 100% confident winning mentality. To do this you need to break down the mechanics of your sales process. If in order to sell a certain number of deals, you have to make so many calls or get so many demonstrations - that is the first number you need to focus them on at the beginning of the funnel. When you do this and create success there (and CELEBRATE the win) it feels good. When salespeople start to feel good, they want more of that feeling.

Take the sales team through every step in your sales process until you have won in all areas and the sales will start to come in.

​If you need special assistance or help in this process, please feel free to reach out to me - I’ve been there and I am happy to help your team get back to that winning attitude.

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Monday, September 7, 2020




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