Sales Enablement Magazine: Spring 2020

Page 3


The Role of Sales Readiness When Unforeseen Circumstances Affect Business The COVID-19 health crisis has thrown us all

Reliance on sales readiness

into an unprecedented situation. While the

technology: we use our own platform to

health and safety of all employees is paramount,

ensure that sales training and coaching

companies have also been reimagining customer

can continue uninterrupted, reps are

engagement and how they can better prepare and

message-ready with the latest information

equip their workers for unexpected changes to

and important sales meetings or events

their jobs.

are conducted virtually; we can also quickly spin out video-based content to

As soon as the Coronavirus situation took hold, the jobs of sales reps immediately changed. Quarterly goals, quotas and other performance

communicate urgent updates •

have daily or weekly stand-up meetings

numbers suddenly became uncertain and

so teams can connect, share what they’re

many reps were relegated to a remote work FOLLOW ME ON TWITTER @Greg_Flynn

working on and strategize about the latest

arrangement, making it more difficult to have face-to-face meetings and other interactions critical to the sales process.

Stand-up meetings: many of our teams

challenges •

Leader and manager communications: we ensure that our leaders and managers

As a result, the roles of sales enablement and readiness professionals took on new challenges. They were faced with preparing reps for this unchartered territory and keeping them on track

are staying in touch with teams and the company as a whole; we often send out Brainshark presentations via video or PowerPoint with voiceover

as much as possible. With the help of technology and some creative thinking, many companies have been able to pivot quickly, embrace remote work and come up with new sales strategies for as long as they are needed.

Sales enablement and readiness have never been more important than in these unprecedented times. The companies that will make the most of these tough situations are the ones that will

For more than 20 years, we have been helping companies train and prepare remote teams. At Brainshark, we’ve seen the following tactics

forget the status quo and embrace new methods to keep their employees safe and their sales engine humming.

work well: •

Staying connected online: we have Slack

Greg Flynn

and Skype for Business so teams can stay in touch and communicate in group chats; for calls, we encourage everyone to turn on their webcams via Zoom video conferencing


CEO, Brainshark

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