The COVID-19 crisis is making it difficult for companies to stay functional and cater to the revenue aspect. The distress turned even worse as the economy went into a tailspin, amplifying the disruptions caused by the pandemic. Sales leaders are hard-pressed to sustain the momentum despite the disruptions. Although crises are nothing new for organizations, a pandemic like COVID-19 was not only unforeseen, but that no one had been prepared for an eventuality of such global proportions.
Looking back, companies in every industry used crises as an opportunity to move forward. As a matter of fact, 14% of companies accelerated growth and profits during the past four recessions (BCG). However, prolonged factory and office shutdowns, like the one we are facing now is unfamiliar, and most likely to delay the global economic rebound. Though the current situation is bleak, a crisis always brings new opportunities for businesses. It’s just that businesses should work strategically to unearth the opportunities.
The article briefly discusses easy and practical steps that will help companies and sales leaders to identify opportunities amidst the COVID-19 crisis.
Hacks and ideas to lead sales tactically during the COVID-19 crisis
The outbreak of the Novel Coronavirus has created rapid shifts in work environments. Companies were compelled to function remotely due to the lockdown protocols established to contain the spread of the contagion. As a result, B2B companies have begun to consider digital interactions as two to three times more important than traditional sales interactions. Nearly 90% of sales are done virtually through videoconferencing, phone, or web sales model due to the COVID-19 crisis. 65% of B2B buyers who work for enterprise companies stated that digital interactions are now more important than traditional sales interactions (Mckinsey).