B2B Sales Blog
Back to Blog Index

What if this is the new norm?

Captain Obvious here: we are living in historic times. A 100-years from now, our time-period and generation will be talked about in history classes, although we aren’t sure if those future classes will be in-person or online/virtual settings.

They’ll talk about how borders were closed down along with all the major, minor, and youth sports that were canceled.

From the NHL, NBA, March Madness, NCAA Men’s and Women’s Frozen Four, as well as all the youth sports such as USA Hockey Boys and Girls National Championship games (Go Shattuck St Mary’s). And they will discuss the economic changes that resulted from this epic, unprecedented event.

My inbox has been flooded from Sales Managers, Sales Directors, and Small Business Owners – all asking questions about “how do I get my sales team to focus and still produce during these times? Everyone is now working from home!”

Because I’ve been working remotely for over a decade, my recent article “working from home – inside sales tips” will give guidance on how to start on the right foot for those who are new to not working physically from their office. However, there’s a bigger challenge going on. And it’s a mental one, not a physical one.

CHANGE ISN’T COMING. IT’S ALREADY HERE.

People, in general, do not like change. This is why spouses stay in abusive relationships; sales reps stay too long selling a product or service they no longer believe in or why one never reaches their full potential.

It’s scary enough when you are deciding between change or staying inside your comfort zone. But now, the entire world is forced to change. There’s no option. And that is causing a lot of uncertainty, anxiety, and fear.

Awhile back I wrote an article called “My Brian Tracy Story,” and it explains how one critical decision in my life made a difference so impactful, to me, it’s equivalent to discovering America, or being lost at sea forever.

In that article, I discuss the book “Who Moved My Cheese” and how it helped me go from a paralyzing fear of change to embracing change and using it to my advantage.

And like a shrewd investor who takes advantage of the stock market, those who look for the opportunities this change brings are the ones who will benefit the most.

Investment King Warren Buffett recently said, “Be Fearful when others are greedy and greedy when others are fearful.

So, let’s start with this one question:

What if this is the new norm?

When you think about it, isn’t it amazing that we still work “the old-way” of clogging up the streets in the morning or fighting rush-hour traffic – both which increases most of our blood-pressure to the point of overload?

Today’s technology affords most of us the opportunity to be even more successful in working from home.

Sales is a performance-based business.

You shouldn’t need a baby sitter. If you’re not disciplined enough to make sure you are hitting your numbers without a sales manager eyeballing your every move, you most likely will not survive the new change that is already here.

According to CNBC, the average commute time in America is 26.1 minutes one-way. That means you are about to gain an extra 4.35 hours of personal free time each week in your life.

That means you are about to gain more personal time without sacrificing your earning potential and will have less wear and tear on your car and psyche while helping out the environment with fewer vehicles on the road in the morning.

Change – is often good.

Change – is often good. It depends on if you are looking for the opportunities it brings.

The sales playing field is going to separate the hustlers from the mediocre. Salespeople who based their skill level on their numbers alone during booming times are in for a rude awakening. Those who continued to invest in themselves and learn new techniques and improve their skills set will be the ones on top.

I have a feeling several of the “so-called” sales advice experts on LinkedIn are going to drop off one by one, just like they did in 2000 to 2002 during the dot-com bomb and again in the 2008 – 2010 financial crises.

Sure, it’s essential to have multiple lead streams flowing in, and that includes inbound leads from PPC, Social Media, Value-added Webinars, and Email Newsletters.

The Undisputed #1 Sales Tool Survivor

The one constant proven successful sales tool that has stood the test of time is in the palm of your hand. But you’re going to have to pick it up.

And to be successful with the phone, you’re going to need to take off the “Captain wing-it” cape and get your sales process down to a tee. If the business world is tightening their money belts, salespeople are going to have to ramp up their output.

You’re going to have to hear more NO’s in order get to the YESES. Now is not the time for hurt feelings or thin skin. It’s not personal. It’s the new business. And we are at the forefront.

You can do this. It won’t be easy. But nothing worth having ever is.

One of my favorite sayings is:

“Pressure is a Privilege”

Rise to the challenge. Make Mistakes. Get Better. Succeed.

Remember, you want to be part of the solution, not the problem. If you’re in sales, like I said early, sales is a performance-based business. You don’t need to be in an office to succeed. You need the right mindset and sales skills set.

Skills + output = results.

Maximize your phone sales skills and increase your output. Raise those two factors, and you will be part of the solution.

– Michael Pedone

Michael Pedone teaches inside sales teams how to pick up the phone and close business. He is the CEO/FOUNDER of SalesBuzz.com – An online sales training company.