Fly’s Friday Five: The Impact of Current Macro Events

Written by: Gary Fly
Flys Friday Five

 

Hey, friends,

It’s Gary Fly with The Brooks Group. I’ll be talking with you about really some interesting conundrums out in the sales world. In many ways, I feel like we are on a parallel path to some of the early challenges of COVID. What do I mean by that? We’ve got some macro-influencers or macro events going on in the world that really are creating some challenges for salespeople and sales leaders, that in many ways are unexperienced and unheard of, particularly in our lifetimes.

Just as when COVID started, we tried to figure out what this means for our business. How can we support our clients? What can we do to help, both our sales teams to be successful and our clients to be successful? And we really struggled. We learned a couple of things here at The Brooks Group. And the first one of those things was the importance of convening people to share information. By the time a few weeks rolled in, I think everybody had more information than they needed, but early on, that was an important piece of learning to work better together and make better decisions.

We have macro events shaping our daily lives now that are unprecedented. This means a lot for salespeople, it means a lot for our clients, and it impacts us as business leaders. I want to talk about a few things that I think we need to be doing. While this is really set from the lens of a salesperson or sales leader, I think it applies to all business leaders.

  1. First thing is to be transparent, right? We need to be clear with our clients, about what is going on, and we need to share information with them. We need to give them access to information easily. You can go on to your Domino’s Pizza tracker and see where the pizza is in the process. Our buyers have seen that sort of technology, they want real-time information about what’s going on.
  2. Second thing is to communicate proactively. Nobody likes surprises. I think we’ve all heard that. I think we’ve all felt that. Have a plan to reach out to your client and proactively let them know what’s going on.
  3. The third thing is talking about uncomfortable things. Be transparent and candid about things like price increases, because the information you give is what your clients will use to make decisions.
  4. The fourth thing in this new world we’re living in is it’s important to retain top talent. I think that if you’re transparent with your talent, if you communicate proactively with your talent, if you talk candidly about challenges with your talent, then that will help you retain your top talent and allow you to weather this storm and maybe thrive through it.
  5. Then the last thing, I believe it’s important for us to be aware of and empathetic to our clients’ challenges.  And to do that, I think we need to have a human-to-human sort of relationship with them. The first four things I mentioned, I believe will help build that.

You know, salespeople, unfortunately, oftentimes don’t have a great reputation for being transparent or honest or candid. We need to work hard on those things, both as salespeople and as business leaders. I hope you find these helpful, and that they make sense to help you improve your business.

I would be happy to discuss them with you at further length and we’d love to help in any way we can. I’m always happy to debate and discuss. You can email me directly at gfly@thebrooksgroup.com with any points you want to share on the subject.

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Written By

Gary Fly

Gary Fly is the President & CEO at The Brooks Group, where he brings 25+ years of senior management experience. In his role as President of The Brooks Group, Gary is applying his keen business insights and energetic management style while extending the success and legacy established by William T. Brooks and his sons, Jeb and Will, honed during the company’s rich, 40-plus-year legacy.
Written By

Gary Fly

Gary Fly is the President & CEO at The Brooks Group, where he brings 25+ years of senior management experience. In his role as President of The Brooks Group, Gary is applying his keen business insights and energetic management style while extending the success and legacy established by William T. Brooks and his sons, Jeb and Will, honed during the company’s rich, 40-plus-year legacy.

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