Even (or perhaps especially) if your BDR / SDR aren’t sharing it with you they are anxious.
They are anxious about:
* the pandemic
* their job
* what is going to happen
* etc…
Now is the time to be an inside sales leader!
The UpYourTeleSales definition of Leadership = to set a direction and keep the operations, activity, and performance of the team on course.
Direction: you need to make sure you rephrase the direction your team is going in relationship to what is going on in the world. Notice I didn’t say the direction changes… although it might… instead your conversation tone changes.
Operations: things in your organization may have changed, people in other departments may have been furloughed – hey some of the people on your team may be out of work, what you are selling may have even pivoted.
Activity: redefine your expectation based on the situation your organization is in.
Performance: express very clearly what you expect the results to look like and how you’ll be measuring them.
Ensure you are clear and easily understood in your communication about what is the same and what has changed.
No matter what, it’s your responsibility to have conversations where you acknowledge their feelings and align everything your asking of them around alleviating their concerns.
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