Pandemic times can be stressful, especially for those SME and MSME enterprises, whose salespersons are clueless about how they can continue to generate cash for their enterprise in these lockdown times. #workfromhome #covid-19 #lockdowntimes
10 Everyday Pointers for Salespersons
- Tele-call 19 new numbers which belongs to their target group of customers. They can make use of Internet to collect data if they do not already have the same with them. It is expected that 11 persons will not talk to them, 5 will talk but waste their time and 3 will take them seriously. Out of these 3 , one good enquiry can be posted everyday by each salesperson.
- Tele-call 5 old customers who use to deal with us earlier but have now lapsed from their system. It is expected that every third day ( i.e. after making 15 customer calls) , one old customer will be ready to revive.
- Make relationship tele-calls to 5 existing customers every day just to wish them good and healthy life.
- Call one competitor or a competitors customer every day to find out what is happening in the market. This will enable you keep your ear to the ground reality.
- Make intensive study of one customer per day to know more ( 30 minutes)
- Digital footprint of the customer
- Customers who deal with your customer
- How you can become a better vendor to the customer?
- Dedicated learning about Digital Marketing @ 1 hour per day
- Call 10 customers every day and make attempt to cross selling. This is expected to give you a business of 8% of the existing volume that you are already doing with the said customer.
- Make posts on social media with lead magnets created by you , especially for the said purpose. (30 mts)
- Attend daily net scrum meetings of your office for day to day co-ordination.
- Review your day and plan for the next day everyday. ( 15 minutes)
Preparation in advance for next Lockdown
- All sales team members must have a proper workstation to work from home within the space constraints of the house.
- Database must be kept on cloud so that any one with authority could access the same.
- All sales team members must have access to laptop / smart phone or desktop depending on job responsibility.
- Update database of key personnel in all key accounts.
- Stock self with soft copy of all marcom. items so that the same can be used in tough times like these.
- Keep some samples handy with yourself.
- The overdriving rule is #keepsafeandsocialdistancing #stay-healthy
In a nut shell
In all you have made 40 telephone calls during the course of the day. This will take around 3 – 4 hours for you. In addition you have work for 3 more hours. This will make your strong 7-8 hours of work from home.
I am sure you would like to rethink whether you are doing #workfromhome or #vacationfromhome? Rewire your thinking process as early as possible. Lockdown is the new normal. All of us have to understand the algorithm of working from home. The faster we learn this , the faster we will be able to bounceback into our business.
#salesperformance #salestraining #salesgrowth #salesworkfromhome #salesdiscipline #salesmanagement