This is certainly an interesting time we are going through. I have been on innumerable meetings with salespeople literally from all over the world and I have heard things from some of them that not only boggles the mind but also pushes the very essence of common sense over the edge. I think that every salesperson I have talked to has a different take on what they should do during this crisis, and the approach they should take in reaching out to customers. And while some of them ring true, many of them sound, well a little self-serving. 

But the thing I have noticed is that the great salespeople find a way, no matter what is happening in the world, while the not so great cling to the pandemic for dear life as another reason why they cannot succeed in sales.

Here are some of the things I have heard come out of the mouths of salespeople – the successful and not so successful. I’ll let you figure out which is which.

• With this virus going on everyone is away from  the office working from home and I can’t reach anyone, especially since I don’t have their cell phone numbers.
• This virus has really been helpful, with everyone working from home I am able to get them. And since they don’t have much to do they are willing to talk which gives me the chance to find out what’s going on with them. I am getting much more information than I’ve ever had.
• I’m not used to working from home, so I really don’t know what to do. I’m really at loose ends right now without being able to get out and visit customers face to face. I’m afraid there’s not much I can do until this is over anyway.
• I am getting so much done working from my home office. I can reach just about anyone I want to talk to. I am sending out short sales flashes to let my customers know that we are alive and well and doing business as usual. This time at home has allowed me to start doing some prospecting for new customers as well!
• I don’t know how this is going to work. So many people are telling me to use that “LinkedIn thing” to find new customers but that just doesn’t work for me. I’ve checked with some of the other guys I worked with and they say it is a complete waste of time. And don’t even get me started on that “twittering” that is just plan stupid. I guess we’ll just have to wait it out until I can get out there and take people to lunch like I did before this Coronavirus hit.
• I can’t believe how many new people I’ve connected with on Linkedin. That is such an amazing tool. After spending some time on it I am able to do a deep search and find good prospects to connect with and then it’s just a matter of reaching out to them. With so many people working from home I am getting good results connecting with people. In a way I’m grateful for being at home and having the time to learn how to use Linkedin. I can already see how it’s going to help me with sales today and in the future when things get back to normal.
• Those darn millennials, they just don’t get the way they are supposed to do business. They won’t answer the phone, they don’t want to talk to anyone, and you can’t take them out to lunch or for a round of golf, they are not at all interested in the right way to do business.
• You know this time working from home has really helped me to understand the people I am dealing with, especially the younger people. They are so starved for knowledge about our industry that when some of them asked me how they could learn more about our technology. I offered to set up a webinar on the basics of our industry – over 500 people registered to attend the event. That’s 500 qualified prospects as far as I’m concerned. These are good times we are living in.
• You know between China, our domestic competitors, this recession and now this virus there is no way I am going to make my numbers this year. It’s already June and I am nowhere near making my forecast. This year is just shot and none of it is my fault!
• I read somewhere the other day that it’s a shame to waste a good crisis and I couldn’t agree more. As sad as it is, and I feel a bit guilty for saying this, being able to work from home has completely changed my approach to the way I sell. My numbers are up, my pipeline is filled with good qualified leads and I have found a number of good ways to generate more leads consistently. I can’t wait for the day when I can get out there and visit customers, but this time in my home office has been the most productive time I have spent in years. It’s been like being on a paid sabbatical.

So, what do you think? It’s pretty obvious who the great salesperson is right? But honestly I have heard all of these comments and more during the past three months and I have found it extremely revealing when it comes to which people are truly productive salespeople and which are not…which are you? Think about it. It’s only common sense.