The recent news of the XEC variant spreading in Europe serves as a stark reminder that the COVID-19 pandemic is far from over. While businesses are cautiously returning to a semblance of normality, the possibility of a resurgence necessitates proactive planning. Sales operations teams, the engine room of revenue generation, play a crucial role in ensuring business continuity and growth even in the face of renewed challenges. Here’s how UK sales teams can proactively prepare:
Sharpen Your Remote Selling Strategy:
The initial outbreak of COVID-19 forced a rapid shift towards remote selling. Revisit the strategies implemented then, analyse their effectiveness, and identify areas for improvement. Ensure your sales team has the necessary tools and training for impactful virtual engagement. This includes video conferencing platforms, online collaboration tools, and robust customer relationship management (CRM) software.
Prioritise Clear and Consistent Customer Communication:
Open and transparent communication with customers is vital during uncertain times. Sales operations can work with marketing and communication teams to develop plans that keep customers informed about potential disruptions, revised delivery timelines, and any changes in support services. Consider utilising email marketing campaigns, social media updates, and dedicated customer web pages to deliver consistent messaging.
Leverage Technology for Enhanced Visibility:
Technology is your greatest ally during a resurgence. Invest in robust salesforce automation tools and CRM platforms. These provide real-time insights into customer interactions, sales pipeline health, and potential roadblocks. This allows for proactive intervention and adjustments to sales strategies when necessary.
Foster Team Collaboration and Motivation:
Remote work can create a sense of isolation. Sales operations can create platforms for knowledge sharing and collaboration among sales representatives. Encourage virtual team meetings, huddles, and knowledge-sharing sessions to maintain motivation and a strong sense of community. Consider implementing gamification elements to boost team spirit and performance.
Reassess Sales Targets & Incentives:
The market landscape might shift dramatically in response to a resurgence. Sales operations can work with sales leadership to reassess sales targets to reflect the evolving realities. Consider adjusting sales goals for certain territories or customer segments most likely to be impacted. Incentive structures can also be adapted to motivate the team during potentially challenging times.
Preparing for Customer Engagement:
- Develop Contingency Plans: Proactive planning is key. Sales operations can work with sales and marketing teams to develop contingency plans for customer engagement. This could include creating alternative communication channels (e.g., dedicated phone lines) and pre-recorded product demos for virtual presentations.
- Focus on Building Trust: Building trust is paramount in uncertain times. Sales teams should focus on providing solutions and value, demonstrating empathy and understanding of customer concerns, and keeping them informed throughout the buying journey.
- Invest in Customer Self-Service Tools: Empowering customers with self-service tools like online knowledge bases, FAQs, and tutorials can free up valuable sales resources while still providing excellent customer service. This allows the sales team to focus on high-value customer interactions.
By taking a proactive approach, sales operations teams can ensure their organisations are well-prepared for a potential XEC variant resurgence. By focusing on remote selling strategies, customer communication, technology-driven insights, team collaboration, and adaptable sales targets and incentives, UK businesses can maintain a healthy sales pipeline and strong customer relationships even amidst challenges.
