Thanks Helen – Absolutely right.
It’s a difficult time which can feel turbulent and uncertain that’s for sure, for many the status quo had been put in a tumble dryer and came out wet. coupled with the confinement, C19 has created a breeding ground for mental health concerns. One of the situations of anxiety I have noticed around deliverable requirements.
For many in the world of sales, working at home during this time has a connotation of ‘nothing to sell, so you must be putting your feet up’… Smart, determined and self starting sales people realize this and often mount pressure onto themselves to deliver, deliver, sell, sell something, show my worth! For those used to performing at high standard and closing business regularly there is a certain endorphin rush that goes with creating a new business relations and ultimately closing a deal. The combination of the additional pressure to shine through adversity, while maintaining understanding dialogue with clients and ultimately not delivering the numbers, is a real hit to the sales person psyche.
For many, Furlough offers some solace when communicated correctly it says: We need you, we want you with us when we come out the other side, but for now, recharge the batteries, shut down the engines and when the time comes, come back fighting fit.
For those that remain WFH it is important to set a new understanding of deliverable/targets in this uncharted world. 53% of sales are done because of the sales experience or in other words the human interaction and rapport that was built over time. Now is the time, to take the time! speak to clients understand their situation, share advice from other meaningful conversations, hey, make them laugh! target your team on the number of meaningful conversations and insights they gain – because human interaction is more important than ever.
Just like being stuck underwater and all you want to do is breath the longer we social distance the more we will crave interactions, so send down a snorkel pipe in the form of communication! talk to each other, you might just find the conversations you have now are the ones that remind your client to call you when their budget lands and they have a project to deliver.
Remember that we are all in this together we are all in uncharted waters and it’s okay to feel uncertain, down or overwhelmed. Talk to a colleague, friend, partner, family, stranger (from a distance). you’ll be surprised how many people are experiencing the same concerns. A reminder of that can help re set your Status Quo.