Insights
Sales Management Through the Covid Crisis (Part 5 of 5): Actions
In this final article we illustrate how companies can adopt a systematic approach to deliver sustainable improvements to sales performance. We provide real-world advice on how companies can address changes to management of strategy, processes and people. Through action in these areas, companies can drive sales success during the Covid era and beyond.
Sales Management Through the Covid Crisis (Part 4 of 5): People
This article focuses on the management of people as a key component to overcoming challenges brought by the Covid crisis. Business leaders are having to re-assess the ideal competencies sales teams require in this new environment. We discuss how companies are selecting, training and motivating their salespeople for success.
Sales Management Through the Covid Crisis (Part 3 of 5): Processes
This article focuses on some of the sales management processes that companies are using to support new strategies adopted during the Covid crisis. Companies are having to revisit sales process design, pipeline management and the use of technology to better engage with customers and prospects in an altered marketplace.
Sales Management Through the Covid Crisis (Part 2 of 5): Strategies
This article focuses on some of the sales management strategies that companies are using to adapt to challenges brought by the Covid crisis. Executives are having to re-evaluate the needs of customers, adjust how they position their products and services in light of market changes, and align the organisation around new sales strategies.
Sales Management Through the Covid Crisis (Part 1 of 5): Challenges
This article focuses on some of the sales management challenges that companies are facing during the Covid crisis. Issues of declining revenue, distance-working and disruptions in market connectivity are having a profound impact on sales forces across Asia. These challenges are driving significant changes in the way that sales is conducted now and into the future.
Sales Prospecting: Strategies for Success
Are you struggling to find new clients? Are you frustrated by poor quality leads? In this article from Sales Dragon Consulting, Jack Wilson, Asia’s leading sales expert for business professionals, discusses strategies for prospecting success that individual...