Life has changed so many ways since Covid19 covered the world.
Lockdown is proving to be tough for many people. Concerns about their job, their lives, their relevance are conspiring to make many people feel irrelevant and worthless. But it doesn't have to be this way.
This is the time for Leaders and companies to invest in their people.
All business should have an understanding of their cash position, which people are working, which people you are laying off and which people you are furloughing.
But as the world opens up, what are you doing to make sure the business is going to be open for business in the "new normal" or the "never normal" as some people are calling it.
We know that things are not going to go back to the way things were before.
There will be no mass gatherings of people until there is a vaccine and it's used by 60% of the population, this is to be expected to be next year. This means there will be no rock concerts, there will be no conferences. While events are moving on-line, we cannot be sure that our prospects will move on-line either.
Like Adam and Eve in the garden of Eden, we've bitten into the apple of home working and realised it's OK. Why do we need to take trains and buses into offices?
While sales teams may be forced back into an office, will customers make the move too? Why have a face-to-face meeting, when zoom is OK?
This enforced move to digital has to be recognized by business and now is the time to invest in your staff so they are ready for this digital world. They have to have the skills your business needs in this "never normal".
So what can you do?
Empower you team to get on social and digital.
In the past, I worked for organisations where sales plans and marketing plans didn’t change. We just deleted 2019 of the market plans powerpoint slides and added 2020. We upped the figures by 20%, expecting to get 10% signed off from our bosses. An annual song and dance. From a Sales perspective, apart from the usual coming and going of salespeople, there was an annual move around of sales people and accounts. But nothing really changed.
But there again, it didn’t need to.
Life was good. There was always somebody in sales that did a big deal that saved the number. There was always a big event that marketing could muster around. The number was done, the bonuses were paid. Mortgages were paid, car payments made and food placed on table.
The thing is, Covid19 means we have limited cash, the business we once closed, we cannot guarantee will happen.
Is There a Social Selling Business Case?
We expect each of the people we train in social selling to be able to make (if they do what we say) at least one additional meeting per week. Let’s assume that 4 of those meetings turn into proposals and you close 1 of those proposals. That means you are closing one additional deal per quarter. If your average deal size is $100,000, then each sales person is closing an additional $400,000 per year. As sales team of 10 will create $4 million additional revenue per annum. This isn’t a one off, this is every year. Forever!
This means you company will survive, what an achievement.
Here at DLA Ignite, we are not pivoting, we have been transforming companies to do this for four years. Exactly how I have explained above. We have the track record, we also know what when we run our social selling programs the results are repeatable and predictable. In fact, we have done this so many times that we are a low risk option.
If you want to get out of this mess, maybe it’s time to talk to us.
Contact me on LinkedIn here
echnology may be transforming our lives and work beyond recognition, but the hardware and software that run our world still depend on human innovation. Attracting and retaining the top tier of entrepreneurial and technical talent is a cornerstone for any start-up and many established companies. Entrepreneur First cofounder Alice Bentinck, who helps foster high-tech start-ups, shares her insights on the overarching importance of talent with McKinsey’s Philipp Hillenbrand.
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