#154: How To Support Your Sales Team During A Crisis

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As a notoriously intense, high-pressure environment, being in sales is a tricky position to be in right now. It’s also likely to be the department that feels the most immediate impact of this crisis and any other crisis that may arise in the future. 

As leads dry up and morale slumps, how can sales departments rise to the challenge? 

This episode focuses on advising sales managers, marketing consultants and business owners on everything to do with sales. We chat about how to strike a balance between being target-focused and being human, as well as how to alter your sales dialogue and take a second to refocus your energy. 

Our Head Ninja, Tim sits this one out as Digital Strategy Manager. Instead, Dale Davies takes the hot seat to discuss the topic with our in-house expert, Sales Manager, Ali Newton. 

As our resident sales Ninja, Ali sheds some light on the processes she’s leaning on during this time, as well as the results of her latest departmental brainstorm session. 

We also talk about sales from the perspective of leads where we share some observations and trends we’re seeing in sales conversations and which businesses are thriving as a result of their smart positioning. 

Lastly, we talk about survival and the chance of a silver lining — development for your sales team and yourself. Ali and Dale both share ways they are coping in the current situation, as well as the tried and trusted methods they use to be the most productive when working remotely. 


3:17 — What can a sales manager do to help reduce the strain on sales employees? 

6:12 — How can a remote manager tell if a sales employee is impacted by the current situation? 

9:20 — How has your sales team collectively worked together to change sales dialogue? 

10:42 — What are some of the ideas that have materialised from brainstorming sessions about crisis communication in sales? 

11:25 — Are you mentioning the elephant in the room in sales conversations? 

13:22 — Do you have to talk about growth and forecasting differently? How are you altering your sales pitch as a result?  

15:10 — Have you seen a change in the types of companies looking for marketing? Which industries are thriving? 

20:11 — How can sales consultants help businesses that are feeling the strain?  

23:40 — Are you suggesting that businesses change their tone of voice during the crisis? 

24:44 — Are you recommending that businesses communicate on different platforms and shift their marketing spend? 

28:24 — Can you tell us a bit about how we’ve responded to the crisis at Exposure Ninja? 

32:03 — What’s your advice for other sales managers? How can they support themselves during this time? 

33:40 — Have you reduced your sales goals and the pressure put on sales team members? Would you recommend this? 

36:07 — Is there anything a sales manager can do to help their team self-develop during this downtime? 

37:28 — Do you think sales managers should be working on self-improvement and personal goals right now? 

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