Rebounding from 2020 – Where do Sales Leaders begin?

CRM, Lead Generation Tactics

For some companies, 2020 resulted in record sales numbers due to the pandemic. For many others, 2020 brought decreased business leading to layoffs, pay cuts and many other unfortunate circumstances.

If your organization is in the latter group and you’re wondering how your organization can rebound for 2021, below are three immediate areas to evaluate and improve.

1. Invest In Your Team

What is the most valuable asset in your sales organization? It’s not your CRM or your mind-blowing commission plan, it’s your PEOPLE. When was the last time you invested in continual training for your team? Consider an interpersonal style workshop to help your people better understand how to collaborate as a team. Nothing will ever be more important than people. Invest in them, you won’t ever regret it.

2. New Business Development

New business is the lifeblood of every organization. If your sales strategy does not have new business development as an uninterrupted, disciplined focus, it’s time for change. Identify the farmers and hunters in your sales force and utilize them in a way that maximizes their potential.

3. CRM

As a result of COVID, we saw the greatest shift of sales people working remote….ever (let that sink in). This immediately surfaces the concerns of accountability, transparency, efficiency and more. Without a CRM, you are left in the dark with high levels of anxiety and uncertainty. The same logic applies to those who have a CRM but do not use it. What are the most important components of a CRM? Find out by reading our article: “5 Things You Should Know Before Buying CRM Software.”

Start Where You Are

2020 may have not been the best year for you or your business, but remember what C.S. Lewis said, “You can’t go back and change the beginning, but you can start where you are and change the ending.” As always, the Momentum team is here to help you navigate uncharted waters and most importantly, listen.

Schedule a discovery call today to right the ship so you can set course in 2021 with confidence and energy.

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