Revenue Growth when in Crisis:

What works in times of economic expansion is different than what is needed in a challenging economic environment. Since somewhere between one-fourth and one-half of sales professionals in American companies have never had to sell during an economic downturn, few companies can lean on their sales team’s experience to get them through. It’s not about doing more – it’s about doing things differently. 

1. Resist the urge to increase your sales call activity - it only dilutes pursuit of top opportunities
2. Eliminate low value reporting requirements 
3. Focus on the early stages of the pipeline rather than obsessing over late stage negotiations 

These key steps will help you better navigate uncertain times with your clients.

Productivity during COVID-19:

When it's time for a virtual meeting, go with video. Videoconferencing is more engaging that just a conference call. If you can’t see the people you are talking to then people get distracted and you spend a great deal of time refocusing, clarifying, and reviewing topics that were already covered. 

I’ve collected and reviewed data showing that remote workers can be more engaged. Absence makes people try harder to connect, and leaders of virtual teams become proficient at multiple forms of communication. They also maximize the time they do have with their teams. Here are links to full articles I’ve written on both of these topics.

Harvard Business Review: 

Stop Scheduling Conference Calls and Finally Commit to Videoconferencing

Harvard Business Review:

Why Remote Workers Are More (Yes, More) Engaged

Question to Ponder:

Where are you getting your information? 

It’s easy to get too much news about COVID-19. One of the things I do to stay updated on the current situation is subscribe to this once daily email from Johns Hopkins School of Public Health and the Center for Health Security. It provides unbiased facts and relative perspectives that keep me informed but avoids the craziness of non-stop coverage. Here is a link to the daily update. 

An extra minute for context:

It's hard to get news that doesn’t have a political or sensationalist slant to it. Media outlets benefit from headlines that make you tune in or click. I have some first hand experience with this sort of thing. In the Fall of 2009 I was working with one of the large cable networks in their local affiliate office in Tampa. I asked the GM of the station why there was excitement in the staff meeting about a storm brewing in the Atlantic. His response was illuminating to me. He said: "We're coming off a year with a Presidential election and the Super Bowl in town. These storms can give us the ratings boost we need to make our budget so, we need to make sure people tune in.”

And they did! Despite 2009 being among the least deadly hurricane seasons, ratings from weather related coverage was at an all time high at the station. The more dramatic the coverage, the better the ratings.

None of this is to be cavalier about the gravity of the current moment. Rather, be careful what news you take in, and aim for factual information. 

Next Step:

Please forward this newsletter to anyone you think may be interested. And if you are looking to quickly enhance your skills, the course I developed with LinkedIn will help you refine your influence and persuasion abilities. Check out the course below.

Great Tweet:

Hometown Shot: