How to Lead During Times of Crisis

This pandemic has challenged sales leaders in new ways. For most executives, the sheer unpredictability and scale of this outbreak make this one a crisis unlike no other. Leadership practices which may have been successful during the past will not necessarily work right now, particularly considering the virtual nature of today’s salesforce.

Instead of sticking with a predefined crisis response strategy, leaders should develop new mindsets, values, and behaviors which will assist them in putting existing events in perspective and to look forward to the future. It’ll serve as a foundation that leaders may draw upon to assist them in guiding employees throughout periods of uncertainty.

Here, I discuss how leaders may lead their team through these challenging times:

Show empathy

Proving to staff members that their leaders care for them is critical. In a virtual workplace, it is vital to be empathetic, as well as reach staff on a personal level. Once salespeople feel supported, listened to, and connected they’re more likely to be dedicated to the company’s success.

Foster psychological safety

Innovation may occur at all levels of a company, yet only if leaders give team members a voice and develop an environment where they’re at ease speaking up. As sales leaders, we should create safe environments for honest discussion.

Reinforce values

To develop those safe havens, it may be useful to draw on your organization’s core values and mission. While surrounded by uncertainty, it’s so important to culturally lean on your core values; not shy away from overcommunicating these values as a sales team.

Communicate clear vision

Transparently and openly communicating a solid vision for how you’re prepared to lead your team through hard economic times brings much-needed solace to staff who may be feeling nervous.

Clearly communicated values also can help keep team members motivated and give them a sense of control many are lacking in additional areas of their lives at this time.

Figure out what works for the team

What’s successful for one organization might not work for another. It is important that sales leaders think subjectively about their own path of action.

Usually, showing up and getting involved at all levels resonates more strongly than end-of-day remote team happy hours. As a leader, ensuring that you are participating, visible, and calibrating strategies to fit your teams’ virtual work preferences shows you’re listening and leading through the most challenging of adjustments.

Think rationally, and not emotionally

Lastly, it is crucial that sales leaders take a long-term view then act rationally, instead of from a space of emotion. Actions that are taken must be based on a concise set of assumptions which were communicated across the company then re-enforced as necessary.

Leaders always must concentrate on achieving long-term goals. With a long-term view, it is easier to resist emotional swings and act rationally.

To conclude, leaders must adopt strategies they think best uphold the most critical element of their role: making positive differences in the lives of those they lead.

Connect with Sales Leadership Coach Wesleyne Greer on Twitter.