In this webinar, Dominique Seguin, Managing Director of KESTIO, gives you the keys to regain control of the situation with regard to the management of sales teams. This is all the more topical since the beginning of the health crisis we are currently experiencing.

Since 16 March 2020, we have been hearing different things from the managers we work with: "this is not the time to sell ...", "we are disturbing ..." or "let's wait until things get better ...".

However, it is essential to continue to prospect and strive for commercial excellence.

Why? Because : 

• • the sales department is responsible for the turnover
  • in normal times, all companies lose customers, the health crisis accentuates this phenomenon
  • your competitors will call your customers
  • sales cycles have an incompressible duration: you have to sow before you harvest
  • economic support measures will not last forever
  • the only battles we lose are the ones we don't fight

In this webinar, we will answer 4 questions on the topic of managing sales teams during a health crisis: 

• • How can you change your mindset and that of your teams? 
  • How to adapt your value proposition? 
  • How to secure your customers and prospects? 
  • Selling remotely: opportunity or fate? 

Management of sales teams: how to change your mindset and that of your teams? 

To answer this question it is interesting to ask: What is the fundamental role of your company? The purpose ladder can be a tool to answer this question and will be presented in this webinar.

For effective sales team management, you can also ask your teams: if your company were a non-profit organisation, what would its purpose be? Indeed, the sales teams, all the employees, unite and act for the company if it has a meaning well beyond the economic reason.

The affirmation of the fundamental role is essential at this time for clients and prospects. It is important to remember that the expertise and added value of each company has not changed, it is the way it is offered and delivered that may have changed with the crisis! 

How can you adapt your value proposition at this time? 

There are several axes of movement without changing its raison d'être: 

• • the support and service phase: more upstream, more in the reflection phase
  • the intervention channel: digital, video, telephone
  • the types of products supplied: the products of greatest need
  • customer targets: customers with the capacity to buy or who are more quickly resilient

These adaptations must be part of the management of the sales teams. The sales teams must be in the same frame of mind as the management on these subjects.

How can you secure your customers and prospects? How can the management of sales teams help to achieve this? 

For the management of the customer portfolio, it can be interesting to update your business model. This model will be presented in this webinar and will help you determine which targets to develop, which to defend and which to optimise.

At the level of sales team management, it is interesting and essential to also focus on the existing revenue. Different sales actions can be implemented:

• • check in
  • offer help
  • set up a formal meeting and prepare the restart
  • validate the business involved and the business at risk
  • updating information in the management tools

Finally, it is essential to define an action plan for the 3 sources of income of a company: 

• • Customers: they need to be secured
  • Proposals, embedded needs and qualified needs: they must be protected
  • Prospects: keep prospecting

Selling remotely: opportunity or fate? 

Digital technology can accelerate unavoidable changes. The customer has changed a lot and thanks to digital prospecting can evolve along with him.

Indeed, the customer has become autonomous and buys for his own reasons, and increasingly appreciates distance selling. The physical meeting is therefore no longer the only legitimate place to meet customers.

The management of sales teams also involves change management. Several things need to change: tools, postures, the mix of remote and in situ sales actions, possible specialisation in hunting/livestock.

To go further, we suggest this article onhe management to adopt to promote the performance of your team.