As the pandemic reshapes the business landscape, sales teams face unprecedented challenges. Discover how to navigate these turbulent times, fostering resilience and adaptability in your team, while setting the stage for success in the post-pandemic world.
The founder of the Kellogg Sales Institute offers tips for adapting to this high-stakes moment.
COIVD-19 has upended everything about the way we work, and sales are no exception
- Sales leaders need to coach salespeople on how to succeed in this new reality
- The fundamental principles of coaching a sales team are not much different today than they were a few months ago
- What’s different are the stakes
Focus on these two questions
‘Did Well’ and ‘Do Differently’
- Begin by asking their input on what they did well, then add your own observations, addressing specific knowledge, skills, or disciplines
- Shift the conversation to ask what they think they should do differently, before adding your recommendations
- You can’t build competence without confidence
- This makes documentation and follow-up simple
Collaborate on Redefining Excellence
Sales coaches need to collaborate with their salespeople to get the most out of what they have, taking into account changes in people’s situations and shifts in the business landscape
- You’ll have to define what ‘great’ looks like now and revisit it again next week
Set Up a Feedback System
While many sales leaders were promoted because of their own success in sales, this does not guarantee they have the tools to coach other sellers
- Schedule coaching conversations into every interaction, not just tacking them onto the end of other conversations or allowing them to emerge ad hoc
- Think of feedback as a practice
- It’s something that you do over and over again as part of daily business
Open with empathy
Empathy has always been key to sales coaching, but sales leaders need to dial it up even further
- First, say, “Hey, how are you?”
- This opens the conversation to the possibility of real feedback
- Also means acknowledging the uncertainty and stress that your team may be experiencing
