Your COVID-19 Recovery Plan - Is sales coverage fluidity the key to market dynamics?

Your COVID-19 Recovery Plan

Is Sales coverage fluidity the key to market dynamics?

The shock of COVID-19 crisis is over. Most organisations have seamlessly moved into a new normal, at least for the time being.   There is an acceptance that market dynamics and customer buying patterns are highly volatile.  Economic instability and recessionary forces are impacting all.  Cutting costs, while essential, is a short-term survival initiative and revenue generation has to move to the forefront of change.  

As market leaders, we must adapt to the current situation. That means quickly re-evaluating the way customers want to interact and buy.  With this, then adapt go-to-market plans and resource allocations to determine where changes are required for your recovery plan.  

An optimised sales coverage plan requires segmentation with sales capacity ratios.  It involves the effective deployment of expensive face to face salespeople.  Additionally, building alternative sales channels like inbound/outbound telesales.  Some will implement, a programmatic artificial intelligence-driven system to cover the high percentage of the total addressable market.

To answer the blog question: YES, BUT!!! 

Sales Coverage is only one key component of 20 that drive revenue generation and sales effectiveness.  It may be the key to accelerated revenues, or not.

Others could have a more significant impact on revenue generation: sales capability, sales process, CRM, change adaptability, strategy alignment, customer planning to name a few. 

A Sales Effectiveness Diagnostic could be the most valuable 15 minutes you could spend this week.  Gain an objective view of how you perform against the four pillars of a peak performing sales organisation.  The insight of the findings and recommendations will help give a focused view of your COVID-19 Recovery Plan.