Is Your Sales Team Waiting Out the Pandemic?
leadershipteam
Thu, 10/01/2020 – 11:39
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I’ve heard more than one CEO and VP of sales express concern around members of their sales team that appear to be “waiting out the pandemic.” Hope is not a strategy, and this type of denial results in salespeople not taking the right actions, enough actions or consistent actions to ensure a healthy sales pipeline.
The pandemic forced change upon everyone and unfortunately, human beings don’t like change. So, what can sales leaders do to get their sales team to accept change, stop waiting and start acting?
#1: Apply the “The Stockdale Paradox” principle from Jim Collins’ popular book, “Good To Great.”
Collins found that great companies maintained an unwavering faith that they would prevail in the end. They also had the discipline to confront the most brutal