Things that will impact Your Sales Growth after lockdown in 2021
Whole country is struggling to lower the impact of second wave of Coronavirus, and second wave has wrost impact on businesses then first. Economies are struggling to recover from slow down happened due to COVID-19 Lockdown in 2020 & 2021.
How is your organization planning so far to deal with financial crisis? Are you lagging behind due to lockdown? or Are you on planning track to exceed your growth goals for your next months?
Growth of a sales organization will not happen unless the people in the sales organization are growing. Here are four important elements to consider after lockdown that are directly linked to growth of your people and the decisions you make in coaching and developing them.
1. TALENT
Talent describes the natural ability, hard-wired from a young age, to do something well with little or no training or practice. Talent gives people the potential for excellence, and if you hire someone without it, your growth will be limited.
Everyone has some talent, try to find it & give them opportunity to explore that talent within in your company and for your company.
Some of the talents I found in my team are analysis power, negotiation power, convincing power etc.
Questions that find great talent:
Do the people on your team have the talents needed to be great salesperson?
How do you know?
Do you have talent assessments for your salesperson?
2. FIT
Fit —just like talent— is as essential in an individual’s success. Be sure to avoid being blinded by talent and overlooking fit. A highly talented person who does not fit into your culture, company’s vision, company mission, or the product they will sell will not reach their full potential.
Understanding fit is important—here are some things to consider:
Skills
Does the salesperson have the skills essential to succeed in the job & i.e. convincing people? If not, are you willing to provide the training necessary?
Experience
Do the experiences of the salesperson on your team (in life and in their career) suggest that this will be a strong or a weak fit?
Goals
Do you know the goals of each salesperson? Have you discussed them? Are they realistic?
Accounts
Is there a good fit between each salesperson‘s personal style and the accounts you expect the candidate to develop and grow?
Something else to consider related to fit; is your company culture clearly defined? Is it a culture of engagement? If not, you might need some help in this area as well.
3. INVESTMENT
This is the great multiplier. When someone has the right talent and fit, you can train, coach, and develop them to grow as much as ten times! Even high performers need to be developed and feel engaged to grow & lockdown is the best time for training your salespeople.
4. GROWTH
Growth in a company happens with the growth of each individual. This is achieved by hiring people who have the right talent and fit—and then investing in them. Here’s a formula you can use to determine growth:
(Talent + Fit) x Investment = Growth
You still have time to get things back on track in 2021. Don’t panic and turn to short-term tactics to drive revenue without taking the time to focus on the things that matter:
Talent
Fit
Investment
Growth
In the long run, you’ll be glad you did, and 2021 will end much better than it was in the time of lockdown.
There are more practices to business success i.e. Benchmarking, Balanced Scorecard, PORTER’s Five Forces, SWOT Analysis, Core Competencies & many more on the list.
Where to go from here:
If you would like to more tools to business success, check out my articles on:
PORTER’s Five Forces – a framework to analyse your industry
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