Selling in the time of coronavirus
There’s no doubt that the COVID-19 pandemic has hit most businesses hard. We have all had to learn new ways to work and the keyword is ‘pivot’. Pivoting your business, and sales, to cope with the change in circumstances has been vital to success. And we at No Fluff have been no different.
To start with the ‘bad news’, our usual clients have less cash. Many of the sales people in their teams were furloughed and those left working were very stretched, trying to cover all the tasks normally completed by their teams.
We genuinely care for our clients, and it was a difficult decision – whether to help them through the tough times for little or no revenue for our business or wait out the pandemic and not reduce our prices at all. As it turned out, we did a little of both.
Virtual training
No Fluff has always offered virtual sales training and remote sales leadership, so this has continued as normal. But those that prefer in-person training have postponed or cancelled – especially if their staff were furloughed. We decided that for existing clients we would help out in time of need as a way to thank them for their support thus far. We offered and delivered online sales training to their teams, both those working and those furloughed. As they were busy developing their own online courses and new products to bring in revenue, we did a lot of free training and workshops on Zoom in large groups to get back to basics and work out their unique selling points, their new client avatars, and their benefits rather than features of what they were offering. This was key in helping them sell their new services, but also helped them feel less isolated, more supported and like there was an actual plan!
For those that we lead (we are part-time virtual sales leaders of several companies) we were able to help them develop a new sales strategy, set up activity targets and key performance indicators. The latter has been super important in keeping a remote sales team focused and motivated and, in fact, a positive for us was that as videoconferencing has become more commonly adopted, more clients are open to the idea of virtual work.
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