Time to kick on

This month I was planning on penning an article on ‘retaining and attracting staff’ in 2022 in response to one of the major themes that came from the Mood of the Sales Leader report that was published earlier this month. This topic is certainly top of mind right now for all in business and especially those in sales.

However, I’ve had a change of heart because I’m sensing that there is something even more topical and relevant and I feel it is important to comment on this.

Connecting with our Sales Syndicate community last week it was obvious to me that the arrival of Omicron in the community these past 10 days has had a sudden impact on the level of confidence and optimism. Sales Leaders are usually the most optimistic people you will find so no doubt confidence will have reduced even more in other communities.

It seems that in only a matter of a few weeks (days even) the mood has shifted from a high level of excitement & positivity for the year ahead to one of frustration and disappointment. Energy levels & enthusiasm suddenly seem to be down as we deal with the inevitability that Omicron will become widespread amongst us, and the practicalities of keeping our teams safe and healthy and once again feeling distanced from our customers and sales teams.

I think this response to suddenly having to deal with yet another chapter in the Covid-19 saga is understandable. The disruption and frustration is real for most.

However, as we face up to what the next 8-10 weeks has in store I also believe we have significant reasons to be optimistic. As sales leaders it is very important that we don’t lose sight altogether of those feelings of excitement, confidence and enthusiasm most were reporting as we headed off for our summer holidays on 6 weeks ago.

The underlying fundamentals that gave 82% of the respondents in the Mood of the Sales Leader the confidence to state that they will achieve revenue growth in 2022 have not changed. I don’t see any reason to think that the positivity shouldn’t remain.

Just as it was back in March 2020 when Covid-19 arrived on our shores now is not the time to go into our shells. Now is the time to remain focused, double-down on our commitment to our people, customers and important relationships and find ways to make the most of the situation.

Here are my reasons for holding on tightly to my optimism for 2022:

• We have some short-term challenges but the key word is ‘short term’
• Once we get through the current Omicron hurdle we hope to see a progressive opening of our borders and the removal of restrictions
• Companies have spent the last two years adapting and changing so working out of the office is the norm for many
• The business models for many have changed and are proving extremely fruitful and more efficient and we will continue to enjoy the benefits from these gains long after Covid-19
• While there is no doubt certain sectors of the economy are still severely impacted B2B businesses in particular seem to be on the whole buoyant
  
  

As sales leaders and salespeople, I believe we have a huge part to play in how our teams and clients respond in times like this. Often, our contacts will rise and fall with the pervading mood and sentiment inside the business. There’s that old adage, “attitudes are contagious, is yours worth catching?”

Here at Indicator, we are working hard on our inner game, staying firmly focused on the goals and plans we set back in December and not allowing ourselves to be distracted or knocked off our centre by all of the noise around Omicron.

Here are my thoughts on a few things I have found helpful:

• We have been through a lot of this already
• Set short term goals. Yes, we all have plans and goals we want to achieve over the next 12-months, but you may want to think of your focus in the next 6-8 weeks
• Keep talking to your customers, get even closer to the people ad relationships that matter the most
• This is an awesome opportunity to find even more ways to add value and help to solve your customers pain points
• Do not go into our shells, let’s get super busy in the market
• This is another opportunity to keep innovating how we do things
• Culture is critical – do you have a team that will go the extra mile if they are called upon?
• Notice when you are off your centre or distracted. As leaders our attitude and mindset rub off on everyone else around us. Work hard on yourself in times like this and build on your personal daily routine and rituals that ensure you are in a good space and good form
• Make sure you retain your staff – new staff are scarce as hen’s teeth and people are very expensive to replace

Keep the faith, 2022 is still going to be huge (one unqualified man’s opinion)