5 Critical Best Sales Practices in the time of COVID-19

Gayatri on May 28, 2020

The recent pandemic has brought upon many unprecedented situations for businesses. The sales teams are under greater pressure to bring revenue to the organization. With self-isolation and social distancing being our new reality, there has been a shift in the market from the supply and demand side, as a result of which the marketing strategy completely changes. 

A greater problem comes for the sales team to keep the business on track and fulfilling the targets in these uncertain times. Previous strategies of approaching customers to showcase products are now a thing of the past in the time when social distancing has become a norm. Opening doors to opportunities by approaching new customers is difficult and maintaining older ones is a challenge. 


What are some teachings that the sales team can remember during such times to remain on track with their plans despite the business disruptions?



1. Listen to your customers

Listen to the existing and prospective customers very attentively. As we all know that we are amid the pandemic which could change the way customers react to different scenarios. Listening and observing enable the sales team to get better insights from the situation and they can talk about any examples and patterns they are observing with clients that could be useful to serve them better.

2. Get in the customer’s shoes 

Practice empathy with the customers. Find the right time to get in touch with your customer as listening to the sales individual is not the priority of the customer who might be taking care of his family and loved ones in the time of this crisis. Place yourselves in the customer’s shoe and think about what time and platform would be appropriate to communicate.

3. Strengthen internal communication

In the time of the pandemic when every individual is working remotely, team leaders should take the charge to keep the communication and company culture alive by engaging teams and regularly connecting with them. Arrange Zoom meetings to discuss their problems and the difficulties that they are facing with customers. Team leaders should ensure that no one should feel isolated in the time of this pandemic.

4. Boost Sales team’s confidence

Motivate and boost the confidence of your sales team by setting individual and collective goals. As the situation is not the same with every individual amid crisis, figure out what you can do to help low performers. Set up incentives and celebrate wins with shoutouts. Set up short term goals and monitor them and upon fulfilment celebrate to boost the team’s confidence.

5. Don’t lose sight of your core values

Communicate the value to your customer – How the product or service will be beneficial to them? What will be the ROI? For the sales team, opening new doors might be rare amid crisis, yet communicating these key messages to the customers will support the sales team to remain on target in unsure occasions. 

The key to holding sales team in crisis

You can use the crisis to your advantage with the right attitude, and find potential innovative solutions to enable your company to prosper. The mystery lies knowing in your customers to make strategic decisions for taking your business to greater success levels. Find the right time and platform to approach the customer and communicate the value to your customer.

Always support your team members, set smaller targets, and be honest to yourself and your teams so that the best can come out of them. Listen to their issues and challenges and strategically device solutions keeping every situation in mind. Openly communicate with your team so that their morale remains high and they could perform at their best.

Lastly, growth opportunities and strategies to overcome challenges come with instability. Crisis time is pushing businesses to become stronger, more innovative, and more powerful than ever.


Author – Kushagra Pal

Kushagra is a digital marketer and content creator. His dream is to help SMB’s understand and leverage technology for brand awareness, growth, and profit.