COVID-19: SALES RESCUE SUPPORT

As we all face uncertainty of the future due to Covid-19, it has never been more critical to define your product or service relevancy and to design an exact customer-centric, differentiated Covid-19 Sales Organisation Strategy to prevent customer loss and revenue decrease.

Problems could include:  

• Losing customers to inferior competitors
• Moderate to significant revenue decrease with lower margins per Rand
• A Virtual Sales Organisation struggling to manage, sell and articulate relevance and value

Within this Covid-19 state of Relevancy Buying your company faces the challenge of identifying which products and services are essential and then clearly demonstrating WHY your value drivers position your Company ahead of competitors who also fall into the same Essential Relevancy Classification  as your company.

ThinkSales solutions include:

1. Relevancy Classification Assessment to define your Company’s Relevancy Classification relative to your Competitors
2. Design of a Virtual Sales Organisation Strategy to protect revenue
3. CEO online strategy sessions to address the most critical Sales Organisation issues

In the Covid-19 business environment your Sales Organisation could lose customers to inferior competitors due to your Salesforce’s inability to articulate your company’s differentiators online and their struggle to make the transition to remote selling.

Problems could include:

• Salesforce struggling to get decision maker’s time
• Salesforce unable to create a compelling reason to sell telephonically or online
• Salesforce unable to articulate business value telephonically or online

Without a customer-centric Covid-19 sales playbook that articulates your company’s differentiators and outlines a compelling reason for your customers to buy, your Salesforce will lose customers and prospects to competitors that your Salesforce could have won.

ThinkSales solutions include:     

1. Design of a precise, differentiated and customer-centric Covid-19 Salesforce Playbook
2. Deployment of the Playbook through role-playing with Managers and Sales Reps
3. Coaching of Sales Managers and Sales Reps to assist with challenges and to enhance the process

The Covid-19 sales environment is unlike any your Sales Reps have ever sold in, particularly field Sales Reps accustomed to face-2-face selling. Their worlds have been turned upside down and they no longer have the benefit of reading body language and the time for social conversation.

Problems could include:

• Unable to deal with adversity and maintain motivation
• Grappling with telephonic or online value articulation
• Not managing their time effectively

In a Covid-19 world Sales Reps selling remotely require your guidance, training and coaching with specific assistance around motivation, time-management and online selling.

ThinkSales solutions include:

1. Identification of which Sales Reps have the Sales DNA to sell in a Covid-19 environment
2. Scientifically identifying the team’s weakest points for targeted sales training and coaching
3. Assisting Sales Reps to create relevance, secure telephonic meetings and articulate value online

Your Sales Managers, particularly field Sales Managers, accustomed to face-2-face team and customer meetings, have had their world turned upside down. They no longer have the benefit of eye contact and body language in training, coaching and deal progression negotiations.

Problems could include:    

• Struggling to manage a remote Salesforce
• Unable to assist Sales Reps with deal navigation
• Challenged with measuring, monitoring and coaching activity management

In the Covid-19 world Sales Managers require guidance, training and coaching with specific assistance around leading remote sales teams, time-management and online selling.

ThinkSales solutions include:

1. A guide for measuring, managing and coaching key Salesforce selling activities
2. Coaching and effecting change in a remote environment
3. Company specific activity identification and report design

Operational efficiency and the ability of your Salesforce to quickly demonstrate credibility is critical in the Covid-19 sales environment. Your Salesforce needs to be highly efficient at using online meeting platforms and to have third party validation to assist in getting face time.

Problems could include:

• Lack of ability and/or confidence to use online video platforms in sales interactions
• No content or case studies to motivate WHY a customer or prospect should give a meeting
• No content or case studies to motivate WHY a customer should buy from your company

In the Covid-19 world your Sale Managers and Sales Reps need to save customers time by being proficient at holding online meetings. They need third-party validation of WHY customers and prospects should give them time and WHY they should buy from your company.

ThinkSales solutions include:

1. Online coaching on the use of video conferencing platforms such as Skype or Zoom
2. Sales and marketing content for securing online meetings
3. Sales and marketing content for validating a purchase decision