Full Disclosure: Sales is my area of focus. Therefore, I think everyone should focus on sales – I’m biased that way.
Still, sales generate revenue which is the fuel that runs the organization. When done properly, it also generates profit which is what the organization uses to grow.
Keep that in mind as you read.
Rapid Response Room
From my first day in sales for AT&T, which was the largest corporation in the world at the time, I learned to follow the BCG, the Boston Consulting Group, mostly because many of my clients did.
They are producing some important information about the new normal work environment. Clicking this link will take you to one specific article on their site where they recommend having a Rapid Response Room. There are a couple of other rooms you might want to consider creating based on my sales consulting and military experience.
Most employees could have access to the Rapid Response Room. There they could see what the latest status is of various projects and processes and they could submit their own ideas and questions. This can go a long way towards stopping false rumors, clearing up miscommunications, and keeping people focusing on the future. In short, it should create hope in times of crisis.
A Situation Room is where an ongoing SWOT analysis is being processed. It is where your Plan B and Plan C are created. Since plans are being made for Best Case, Worst Case and Most Likely Case are being discussed there, it does not make sense to have it available to everyone until a decision is made. Much of the discussion is used for decision-making; employees need to know the decisions – not necessarily how they were made.
Once a decision is made, it can be posted in the Rapid Response Room so everyone knows the corporate direction and their individual role in making it happen.
A new tool for sales. Concentrate on how you will make digital/virtual sales contacts – and do them better than your competitors. Read this article discussing the Zoom Room in depth.
With customers buying in new and different ways, this is a perfect time to embrace Blended Selling – Selling the Way the Customer Wants to Buy. You can find an overview at www.EXselling.com and complete training at www.ChuckReaves.online.
For more than thirty years Chuck Reaves, CSP, CPAE, CSO has been developing forward-leaning sales processes, technologies and leadership principles to help organizations raise their prices and their volumes simultaneously.