The Expert’s Guide to Team Management During A Crisis

Since WHO (The World Health Organizations) declared COVID-19 to be a global pandemicthe world as we know it has experienced a drastic change.


For weeks now, the business community has been ramping up efforts to help contain the virus. Large corporations like Airbnb, Google, and Twitter all asked their teams to work from home to reduce the spread. Annual events have been canceled, business strategies have shifted, and companies everywhere have been forced to rethink the way they approach their sales activity.


As travel restrictions, hiring freezes, and evolutions in market demand all create new challenges for brands, one thing hasn’t changed: Our need to access regular sales.


The question is, how do you guide a sales team towards measurable results in a sales environment unlike anything we’ve ever seen before? We’re going to guide you through how to approach team management during a crisis so you can keep your company growing and your team positive and productive.

It All Starts with a Plan: Strategic Selling in a Crisis

All successful sales strategies start with proper planning.


Now that the world as we know it is evolving at an incredible pace, business leaders need to think carefully about the kind of challenges they’re going to face. For instance, will a remote sales team be harder to manage than in-office employees?


If so, then you need a campaign in place that allows you to keep your team members motivated and productive during this crisis. Accessing new tools for workforce optimization, time tracking, and team management is crucial to keeping everyone on the same page.


According to Richard Harris, the Founder of Harris Consulting Group, early adopters will thrive by researching new opportunities and looking for new ways to keep teams motivated through training.


To figure out how you’re going to progress through the crisis, think about:

  • How big your sales team needs to be to continue delivering the same quality of service to clients. As tempting as it may be to reduce your personnel during this difficult time, a reduction in team members could threaten your reputation.
  • What kind of communication strategies you’ll be using. Face-to-face conversations might be out, but you can keep team members engaged and informed through video conferencing and real-time chat instead.
  • What resources do you need to deliver to your sales teams? Beyond CRM systems for customer management, what other tools are necessary? Do you need a way for your clients to track their individual performance for gamification purposes? Would a service that helps your clients track sales sequences online keep them on the ball?
  • How will you support your teams? Offering the right training and technology is a good start. However, you also need to provide support in the form of reassurance and regular updates, so your people feel educated and informed.


As more companies ask their employees to work from home, it’s important to remember that there’s more to building a digital sales team than giving them a laptop and sending them on their way. You need a clear picture of how work can be done in their new environment to ensure your team members have the right technology and support to thrive.

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