Uncertainty is the new certainty!

We’re all connected. 


It’s why the 6 week lockdown also impacts businesses that supply products and services to Victorian businesses, market for them, buy from them, speak with them, learn from them …. as well as the thousands of Victorian small businesses, their staff and families.  This is not just a Victorian problem or issue.  When we “get this” viscerally, we can make fundamental shifts that will help us to deal with whatever comes our way. 

Breathe…Assess…Decide…Act.  But act!

Here’s what I mean…


ONE: Victoria is 25% of our economy

So the good news here for all businesses is that 75% of the economy is well and truly open for business, and not all of Victoria is closed. Salespeople: I’m speaking to you.  Look a’ moy…. 

Opportunity, clients, prospects are still trading.  The clincher is that you will have to work harder to find them, work harder to understand their world (when they’re trying themselves to understand it), and learn how to align your value with what matters most to them in order to secure the business.  MANY SALESPEOPLE THINK THIS MEANS TELLING CUSTOMERS HOW VALUABLE THEIR PRODUCT OR SERVICE IS…IT ISN’T.  TELLING ISN’T SELLING.  STOP IT (and I’ll stop yelling at you)

Now is the time to strengthen your relationships with those doing it tough. Well, with your entire ecosystem in fact. 

One of my clients spent time doing this in NSW.  Slow, patient build.  Initially supplying the business with samples of condiments to help them out.   This customer was CONTRACTED to another supplier.  She did it because she’d taken time to get to know them.  She cared.  THAT’s what showed up.  This customer has since found a way to work with her because she’s a stand out.  Bonus absolutely, but not the intent. 

Be patient people.  Play the long game. Now don’t get me wrong: 6 weeks of non-trading can spell the end for many businesses.  I know some of these people: their businesses may not make it. We must do our best to focus on what we CAN do, rather than on what we can NO LONGER do.  Then DO IT!


TWO: Learn the lesson from Victoria and be ready just in case.

This isn’t just for state or federal governments to think about, but for each of us working, leading teams or heading up businesses.  Is it better to keep our teams working from home for the next 6-12 months so they have that certainty at least? Is it an opportunity to reduce the size of our offices to reduce overheads and to stop the to-ing and fro-ing caused by restriction shifts?  Is this an opportunity to find ways to restructure and repurpose our people now so that our business is more flexible and resilient going forward?  How can we think differently about resource sharing?  Where are the gaps in our skills, systems and roles that we’ll need going forward? What work can we do to bridge those gaps, strengthen our offer, and improve our ability to shift and live to fight another day?

Don’t forget the lessons hopefully learnt.  Remember no one has a manual for this.  We’re all iterating as we go.  But iterate we must.  Take action, learn, iterate, reflect, repeat.


THREE: Build a culture of resourcefulness

Creativity emerges when we’re forced to do more with less.  It just does, because it requires different thinking.  When the economy is robust, businesses can get lazy…throwing money at problems instead of ideas.  Tap into your people’s strengths to identify a different deployment opportunities. Recruit people who are inspired to “find a way” and start to move on those people who are unwilling to go outside of their job descriptions.

In times like these the words “that’s not my job” is too heavy to hear let alone carry.

Is it time to reconsider your business model?  Is it time to reconsider your go to market strategy/approach/offer? 

Is it time to onboard your existing team differently?  Is it time to reset expectations?


Above all else, get support.  Build your sales and business muscle now.  Get in shape.  No business can survive without sales – it’s the lifeblood of every enterprise. 

How you generate sales matters more now than ever.



View our other posts

From What if to Even if – A practice of positive action

Things are tough right now.   Regardless of where you live, the impact of the decision for Victoria to effectively close up shop will be felt by us all.  It’s just a matter of degrees.  Victorians will of course feel it more acutely. It is human to be despondent...


No it’s not a typo.    We’re so used to seeing WIIFM that it makes sense that over time perhaps we’ve taken that on at an extreme level.  In business, it can mean transactional relationships that only exist to get something from someone else, and in society,...

Courage before Confidence

Like the chicken and the egg…which comes first?    Like any symbiotic relationship, one indeed strengthens the other.   When it comes to reasons I hear salespeople giving for not achieving outcomes, “confidence” seems to be reason number one.  Confidence in...

Uncertainty is the new certainty!

We’re all connected.    It’s why the 6 week lockdown also impacts businesses that supply products and services to Victorian businesses, market for them, buy from them, speak with them, learn from them …. as well as the thousands of Victorian small businesses,...

Consistent AND Effective

Sales teams must get into action now.    Yesterday in fact.  Waiting for the mythical “return to normal” has well and truly been debunked with further lockdowns, physical restrictions and extended travel restrictions across Australia. But it’s different now.  It...

Are You Listening?

I keep hearing 80’s band Pseudo Echo playing in my head…   ”I say, you say, weren’t you listening?  Now it’s too late, you’re not listening…”Ahh, such wisdom lads….:)   But let me return to the present day!  Once another person feels like they’re not being...

Recurring Theme

It’s fair to say that I speak with dozens of people directly and indirectly each week.   Most of these are salespeople, sales leaders, business owners and C-Level decision makers.  What concerns me is that in conversation after conversation, organisation after...


Everyone knows how to have a conversation, right?    Everyone knows how to create powerful, instant connection with another, right?  Everyone knows how to adjust their behaviour in order to make someone else comfortable, right?  Everyone understands the power of...

Network strength will be the key

Build your network before you need it   This has never been more relevant than it is right now. With more people facing redundancies, the market shrinking for sales people, much success for securing new work and getting in the door will come down to the strength...

Get Cut Through in a Recession

Lockdown restrictions are easing.   People are starting to return to the workplace in some states.  For many sales teams, they’re back on the road, able to see customers and prospects in person – albeit in compliance with distancing regulations. If sales teams...