Effective sales strategy is mandatory for any business that relies on direct sales to drive revenue, it’s time to systematically update your sales organization for the planet we’re living in now.

Here are four keys to selling more effectively throughout the duration of the pandemic — and beyond.

Put sales at the middle of your strategy.

What changes has your business experienced throughout the pandemic? Have you ever adapted the way your sales organization goes to plug to satisfy different priorities? Most organizational strategy models either ignore the sales function entirely or only address it peripherally, focusing instead on markets, products and capabilities, initiatives, then forth. This might have worked tolerably during a good economy, but during a tight market, look to your sales function to win business. Sales connects all of your offerings to the market and therefore the sales function is how an effective sales strategy gets executed.

Give sales the tools it must succeed by clearly identifying your ideal client profile, detailing the precise reasons clients will choose you over the competition, and getting clear about issues which will likely drive customer decisions. The pandemic has meant for many that there’s less business to be won. Yet, this presents a chance to rethink not only what you’re selling, but how you’re selling it as a way to extend revenue, margin, or market share.

Leverage Sales to get and meet new customer needs.

Even though the economy has tightened during the pandemic, it doesn’t mean there aren’t new opportunities. Covid-19 has caused lifestyle shifts that have created new markets and an effective sales strategy. For instance , across the US , RV sales have skyrocketed during the pandemic, with sources showing increases of over 600% from previous years. And for many of those customers, buying an RV isn’t a one-off purchase — it represents a replacement lifestyle which brings even more product lines to the market. RV companies have leveraged these new customer needs by extending their product lines into areas like camping gear and stylish RV and “van life” interior design options.

Improve the sales experience

At the onset of the Covid-19 crisis, many organizations adapted by moving sales interactions to videoconference or phone. But the longer-term opportunity is to rethink the way to use these platforms to enhance , not just sustain, the sales experience — creating value and providing differentiation with prospects and clients to make the entire experience more compelling. to try to do this, consider new opportunities to assist customers recognize issues and identify opportunities they hadn’t considered.

With video and phone, it’s easier than ever to involve “Subject Matter Experts,” implementation or customer support staff, and other functions earlier within the sales process to supply deeper expertise and greater insight. Videoconferencing also makes it easier to involve company leaders with customers to deal with problems and supply higher-level connections and executive sponsorship.

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