Artist Vincent Van Gogh once said, “Great things are not done by impulse, but by a series of small things brought together.” Just as the artist transforms a series of brush strokes into a painting, so too a sales rep should turn a series of activities into a sales process.
To borrow from the self-help author Robert Collier, their success in sales “is the sum of small efforts, repeated day in and day out.” The challenge is to orchestrate those activities into what we call a sales cadence.
When business is doing well, it’s only natural to want to scale your sales force. It’s a seemingly simple formula. More sales reps equal more growth.
But before you start hiring more reps, there are a few things to consider. When Ciara, a leader in the field of digital conversation assistants, asked reps to share their most significant sales challenges, the number two issue that they named was “difficulties onboarding and scaling sales teams.”
As January 2020 proved, the world can shift on a dime. In a matter of weeks, we went from hearing about a handful of coronavirus deaths to realizing the breadth of the pandemic to going on global lockdown.
As people absorbed the implications of COVID-19, businesses quickly canceled conferences, lunch meetings, live events, tradeshows and face-to-face sales appointments. And yet, while many local restaurants and shops shuttered, B2B business didn’t cease.