Thu, 05/07/2020 – 15:52
The world is re-opening, and so are many businesses.
Many companies will appear to be open. The lights are on. The doors are unlocked but they are really not open for business.
Because they are stuck.
They haven’t accepted the reality of the “new normal.”
They keep looking back, wishing for the good old days rather than creating the good new days, the future.
Sales leaders also are challenged to make sure their salespeople are looking forward, not backwards. This is a great time to examine everything and ask:
What’s not working?
What do we need to let go of?
What do we sell?
How do we sell?
And to whom do we sell?
I’m having a lot of conversations with CEOs and sales managers. Many are finding that their targets — their ideal client profiles — have changed since the pandemic