What does that blue ocean look like now?

I’ve worked in sales of one form or another for, well… a while. I’ve seen multiple recessions. I’ve worked on two continents and supported sales people in markets around the globe. And it’s no secret that for many sales people, they’ve found themselves either burnt out and exhausted, or wondering what the heck they’re supposed to do now.

So where does that land us today? We’re nearly at Christmas. In the world of hospitality or travel this is a time of year when we should all be sweating over cocktails and giggles at some fashionable barge by the river. Where I live in Melbourne, Australia the whole country is about to shut down for a well-deserved two month holiday where will will (carefully) reconnect with friends and loved ones who we’ve been missing for most of the year while we’ve been locked down for health and safety.

I’ve had a number of conversations with friends and former colleagues about goal-setting and KPI’s. “This year is a wash, and who knows what’s coming next year…” and so on. At the end of the day, as sales people and business development leaders we know that we need to generate business, but we’re a bit stuck on how to create realistic targets, and even some of the best sales people I know are still a bit hesitant to start talking to clients again.

As we go hurling towards the new year maybe consider that perhaps 2021 is the year we redefine our typical KPI’s. I’m not suggesting we scrap pro-active selling - no no no no no. But I am suggesting that we take the pressure of yield or conversion off our sales people and allow them the flexibility to have meaningful, careful and human connections with their prospects and clients. Set some targets that focus on cleaning up and sharpening your databases - if your CRM was garbage before, I bet it’s an absolute dumpster fire now. Perhaps you consider tapping into your team talent to create and share original content. Find a way to refresh, reconnect, and share. And if you absolutely must create a KPI around connection and activity - be realistic, be fair, and be human. If you put pressure on your sales people to go out, bashing a challenger mindset and forcing some level of commitment from their clients, I’m going to suggest that you’re more likely to damage your organisation’s reputation and that of your sales people.

This is the year to be human and to show up and be supportive and understanding for your clients as humans as well as potential prospects. It’s Melbourne… maybe start with a friendly coffee.