(March 24, 2020)
COVID-19 has led to a lot of apprehension, anxiety and uncertainty in our current business environment. As a national accounts leader, it can be difficult to know what strategic actions are necessary to keep your teams ahead of their goals.
While some things are out of your control – like the institution of organization-wide travel bans – you can control the direction you give your national accounts team and field sales organization. As a leader, mentor, manager or executive, it is always up to you to keep your team’s business moving forward in challenging times.
So, how can you ensure that your team mission, vision and objectives are not compromised?
Encourage your national & corporate accounts professionals to be proactive about customer relationship management.
At ANAE, we cannot stress enough the importance of building and cultivating customer and partner relationships, especially during times of crisis when customers are unsure and concerned about the future.
Healthcare executives and providers want to know that you genuinely care about them and their business and are constantly thinking of ways to provide insights, reassurance or help. Relationship-building is integral to establishing trust and proving your value to a customer, and at no time is this more important than in times of crisis.
Demonstrate commitment to your team.
If your national accounts and field sales team members see or hear you acting frustrated and deflated because of business uncertainty, they will do the same. Ensure you are delivering on any promises you made to your team, and continually demonstrate to them your commitment to their success. This will motivate them to persevere towards their goals despite the challenges they face.
At all times, but particularly during periods of uncertainty, it is up to us as leaders to ensure our teams have what they need to be successful. Guiding your national accounts professionals in customer-relationship building skills and demonstrating your commitment to their success will motivate your team to continue working towards their goals through challenging times.
Scott has a proven track record of membership expansion and customer growth & retention, as well as experience in collaborative networking, public speaking, negotiation strategies and sales and marketing leadership throughout the healthcare industry.
- Leadership During Times of Business Uncertainty - March 24, 2020
- National Account Executives’ Role in Responding to the COVID-19 Outbreak - March 12, 2020