Uncertainty can take a toll on any business. There were business plans to be implemented, hirings to be done, new partnerships to start, and all of them are paused indefinitely. In such chaotic times, if you don’t find ways to sustain yourself, you’d be doomed.
So what exactly should you do to come out of the hot waters?
Should you procrastinate and wait for things to go back to normal, or should you think of ways to re-establish yourself?
Let’s discuss a possible course of action
1. Get in touch with your customers
The first and foremost thing you must do is to check how your customers are coping up in the pandemic and whether they need anything from your end. Remember, people will love you if you solve their problems, especially in the ongoing scenario.
Reach out to them and see how you can help them. This way, you can show that you stand with them in tough times. And, this also ensures that your revenue isn’t adversely affected.
2. Gauge your current situation
Knowing how well you fare in the pandemic will help you plan your strategies. Use online collaboration software like Trello to manage remote teams. Along with that, you must find a way to access crucial lead information from anywhere. Use CRM tools like Jira, Asana, etc to enable your teams to be on the same page and maintain your bottom line. Having an automated system for nurturing leads fuels your sales team’s confidence and ensures that they can continue to remain productive from wherever they work.
3. Support and empower your team
Your team is your biggest support, especially in challenging times. You need to keep them motivated to ensure that they work to their best capacity. And for that, provide them the required tools to work remotely.
There are ample tools available to run a remote team successfully. Some of them are:-
- Jira, Asana or similar project management tools for allocating tasks and reporting
- Zoom and Skype for team meetings
- Slack, Spark and WhatsApp for internal communication
If required, train your employees to use these tools.
Additionally, you need to keep them motivated so that they work to their best capacity. Talk to your team at regular intervals and ensure that they’re keeping well.
Following are the things you can do to extend your support to your sales teams
- Encourage them to practice self-care: Make sure that your B2B sales team is in good mental health. Ask them to eat healthy food, drink plenty of water, and take breaks. You can also play some online games with them during the break to relieve their stress levels.
- Be available: Always be available to assist and guide your B2B sales team. You can conduct weekly meetings to discuss their progress and share ideas on bettering the sales pipeline.
- Give them learning opportunities:- Share a course, a webinar, or an online video that teaches them new sales skills.
4. Review your business contracts
In such tyrant times, where the economy is on the verge of crippling down, your primary focus should be to conserve cash. Well, this means spending your money wisely and taking a good look at your current and signed contracts and whether they include a clause for force majeure.
It is a clause that frees both the service vendor and the client from liability or obligation when anything occurring is beyond the control of the parties, including but not limited to natural calamities like earthquakes, floods, landslides, etc. Such clauses help you to get out of the calamity sooner.
Along with that, collect the pending dues from your clients to mitigate the financial strain to some extent. The next few months are going to be tough for your business. So, make sure you collect whatever your clients owe you.
5. Take government benefits
Governments around the globe are offering some relief programs to businesses. But these programs are going to take some time to get in force, and till that time, you’re pretty much on your own. While you wait to get the government benefits, you must strike out strategies to rejuvenate your cash flows.
6. Keep learning, Keep innovating
Difficult situations can be a blessing in disguise if you know how to leverage your existing resources. If your sales are at rock bottom, sit with your team and brainstorm as to how you can revive yourself.
Besides, take some courses to learn new skills. Remember, when the world enters the post-COVID era, nothing will remain as it was earlier. So, if you’ll have your B2B sales and marketing strategies in place, you’ll have the upper hand on your competitors.
This pandemic isn’t going to go away anytime soon. But you can pull through by planning your work and practicing perseverance. Be in high spirits, and keep your team motivated. Make them believe that they have you to fall back upon. And, remember, this too shall pass! Stay safe.