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Nobody would expect the Covid-19 pandemic caused a severe ordeal on the global public health, societal and economic developments. It paralyses almost the entire world system. Businesses are shaken up to shift to a new way of doing business. Adaptation becomes the most frequent word used in global communities.

For sales organisations, managers must adapt to different leadership approaches. Leadership focus on coaching methodology is crucial to help the salespeople upskill and reskill to cope with the new changes.

And the reality is no organisation has a foolproof success formula. The crisis, indeed, forced sales management to reassess the customers’ needs and develop the right salesforce capability. Interestingly, the fourth edition of ‘State of Sales’ Report 2020 conducted by Salesforce Research recently shows that 59% of the customers feel like they’re communicating with separate departments, not one company. In the same context, 78% of them expect consistent interactions across departments.

Following that, LinkedIn’s State of Sales survey 2020 shows that 76% of Sales Managers in Singapore agreed that a manager’s capacity to navigate change is more important than it was first years ago. Sales managers must take a more proactive leadership role to understand the new staffing needs by upskilling and reskilling them for new or changed roles in the organisations.

All these findings point to the conclusion that sales managers must focus on coaching leadership. Listen actively to the salespeople’ new needs and co-create new selling solutions. The ability to coach effectively is crucial to lead the salespeople to stand strong and overcome all adversities during these challenging times.

What is your thought about leading salespeople into a new normal? Comment below.

Get a free copy of the G.R.O.W. Sales Coaching Guide. Inside the digital book include a step-by-step coaching process for Performance coaching, Account coaching, Group coaching, and Field sales coaching. Click the image below to grab your copy now:

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About the Author

Simon is the ICF-Professional Certified Coach (PCC) who specialises in B2B sales, leadership, and professional coaching. He has an affinity for running, food, travel, and content conversion.

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