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Mercury Professional Development, Inc. | Phoenix, AZ
 

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The dust hasn’t completely settled. Yet we can’t wait any longer to revitalize our revenue. We’ve observed three types of business conditions in today’s pandemic economy.
1) New opportunity has immediately emerged.

2) For other businesses, significant revenue degradation. They are struggling to survive.

3) The vast majority, are seeing a small to moderate downward impact on business, with tremendous uncertainty AND OPPORTUNITY.

In periods of major disruption, there are three shifts we nearly always see in a sales team:

  • Some people will leave of their own accord.
  • Some will no longer have a role to fulfill in the team and must go.
  • Some will have to change their responsibilities.

Managing these transitions with minimal disruption will...

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Certain events or activities trigger companies as your potential client. Identifying these trigger moments is vital to your prospecting strategy.  They can drive marketing channels, sales channels, partnerships and messaging.  Based on the trigger moments, we can identify what pain indicators would be relevant, and how to intercept our prospect when they hit the trigger moments.

Aligning people's skills and aptitudes with the right role is vital to both their success and the success of your team. Yet, too many times, we rely on gut feel, or resumes to make this critical determination. As you might expect from a company focused on repeatable processes, Sandler has a step-by-step process for evaluating both your sales positions, and your people.

But let's start with the current state of most sales teams. Sandler's Sales Leadership research posed this question about role alignment to hundreds of sales managers.  The results?  About 40% of sales leaders are confident that they have the right people in the right roles.

Mark Kirstein discusses how we as owners and managers can support our teams and lead them through the changing environment.

No matter what the future holds, it will include allot more video meetings. As a result, our capability to sell remotely is an increasingly important capability. Let's look at 4 specific tips for successful remote selling.

1. Understand your ....

Outtake from our "Refocusing" Webinar. Prescott Mayor Mengarelli demonstrates leadership through challenging times with active communication.

We don't have to like the change to embrace it.  Some changes are beyond our control.  But our reaction to the change is within our control.  

The Sandler Success Triangle says that success is a combination of Behavior, Attitude and Technique.  Which do you think is more important?

Personally, I'll start with Behavior, though I need... 

 

Linc presents a systematic approach to look at each of the different external factors that may be changing, consider how they impact your business, and what you can do about them.