The Covid-19 pandemic has shown that many sales organizations are ill-equipped to adapt quickly to changing buyer preferences. Yet sales leaders who move to a fact-based, technology-enabled sales operating model will position their companies to meet the expectations of buyers in the “next normal.”
A popular social media meme encourages healthy fitness habits during our Covid-19 lockdown, promoting exercise as a means of emerging from the pandemic in better shape than before. This same question can be asked about sales organizations: Can your sales organization use this time to better itself?
Looking ahead to 2021, sales leaders must shift from adapting to the “new normal” to proactively planning for the recovery and their “next normal.” We have used the last few months to study sales organizations and to think about ways that they can enter the “next normal” as a hunk — fitter, more agile, and with more muscle. Our