READINESS CHECKLIST:

Is Your Sales Team Ready Q3 and Q4?

Where should your team be directing their focus? We’ve put together this checklist
of 10 “absolutes” to consider now to ensure you are prepared for what the second
half of 2021 will deliver:

• Restoring Confidence • Understanding Localized or Market-

Do your sellers feel like they have the
confidence to react to a changed marketplace
and sales landscape?
• Balancing In-Person and Virtual Sales
Do your clients understand your company’s
and your clients’ preferences related to the
type of selling activity that is acceptable?
• Optimizing Tools for Hybrid Selling
Have you instructed your sales team on how
to best use the virtual sales tools at their
disposal? Do they have a command of how to
blend virtual and in-person sales techniques
with the level of skill and professionalism
demanded by clients?
• Aligning Goals and Expectations
Have you adjusted goals, KPIs, commissions,
and bonus opportunities to ensure your sales
pros are fully invested in your company’s
return to economic health?
• Keeping a Global Focus
Do you and your team ave a clear
understanding of how macro-events – things
on a global scale, such as legislation or
supply chain initiatives which can create
either opportunities or headwinds for your
sellers – will affect their marketplace?
level Influences
Have you considered micro-influences –
those challenges or opportunities that are
more industry or team-specific in nature?
• Finalizing Your New Organizational
Design
Have you aligned your team to take
advantage of each professional’s specific
skills and insights? Have you changed from a
geographic to a needs-based sales model?
• Collecting Next-Gen Client Insights
Are you keenly aware of how your
clients’ needs have changed as a result
of the pandemic, and have you adjusted
accordingly? Are your sales representatives
positioned as “trusted advisors” with their
client base as a means of assuring them that
they are on top of changing trends that are
affecting their business?
• Minimizing Distractions
Do you have a plan to keep your sales reps
focused in the face of distractions borne of
seasonal activities, vaccination status, or a
desire to take extended vacations?
• Upskilling for Success
Do you have a sales training and enablement
partner that can help you to upskill your
team in the areas noted above where
deficiencies are observed?

If you have noted areas above that require improvement, give

us a call. We have developed a variety of programs to help sales CONTACT
leaders and professionals succeed in a hybrid sales landscape
and to command results in the “next normal.” US NOW