The COVID-19 crisis has disrupted established sales channels, forcing many companies to find workarounds and re-patch the organization to cope with the new environment.
Some of those changes can be leveraged to test better sales solutions, improve collaborations and connectivity within the sales and marketing organizations, and reach more customers in a more efficient way.
Using the experience from this crisis, tech companies can develop a new playbook for operational excellence and act immediately to lay the foundation for future operational excellence. The key components of this foundation are 1) maintaining an increased level of urgency, 2) challenging the sales team to adopt digital channels and virtual sales motion to connect with customers, and 3) refocusing sales and marketing to be industry-focused, content-driven, and built around advanced data analytics capabilities. With these elements in place, you will be well on your way toward achieving sustainable revenue growth and outperforming competitors into the future.