3) Update baseline metrics and KPIs

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ns and prioritize the ones that are most likely to bear fruit.

2) Find ways for each team to sharpen the other’s saw
With the expected challenges and changes listed out for both teams, necessary adaptations start to reveal themselves…

If reps aren’t trained on inside or digital sales, it’s time for them to learn. If the marketing team is yet to host webinars and remote events, now’s the time to start.

But those are obvious and reactive changes that each team instinctively knows are necessary, right?

In order for marketing and sales to actually support each other, they can’t just acknowledge looming challenges. They need to agree on how they’ll sharpen each other’s saws in order to overcome those challenges.

For example, with fewer events and in-person meetups, marketing might predict a spike in digital advertising costs and competition. To continue reaching leads, they can ask sales to find out how customers are struggling.

Based on the data gathered by reps, marketing can potentially answer real-time problems that customers face with relevant content that attracts leads into the funnel.

Sales, on the other hand, might foresee kuwait mobile numbers defensive, risk-averse buyers with stronger objections to the sale due to shrinking budgets.

To defuse doubts and lighten the fears that might be weighing on a prospect’s shoulders, they can ask marketing to supply reports, case studies, and social proof that prove ROI.

In a recent survey, less than 30% of business leaders reported growth as a priority during COVID-19.

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Image courtesy of Kieran Snyder
Adapting to a new normal means updating baseline metrics and KPIs. This can be a bitter, but necessary pill to swallow for some.

Important tip: Data doesn’t always alert you to brewing changes immediately. To stay abreast of the shifting sales landscape, regularly review front-facing metrics such as:

Brand search volume and traffic
Conversion rate fluctuations
Year-over-year trends
Related: How to set smarter sales goals (and actually achieve them) in 4 easy steps

4) Execute with speed and adjust as a team
Your crisis-countering plan might not be a silver bullet that solves your revenue problems right away. But, having an aligned action plan will give your sales and marketing teams a single playbook to work from, which provides focus and boosts morale.