Sales Teams – Be Ready For The Unpredictable!

No matter what kind of product your brand sells, you’d certainly be wise to keep an eye on current affairs and big events, as it’s possible that something going on could have a big impact on your bottom line – and you need to be ready for it, whatever it is.

Just take a look at one of the more intriguing stories to have come out of the World Cup so far this year – sales of waistcoats are on the rise, thanks to England manager Gareth Southgate!

According to the Guardian, Marks & Spencer – which is the official suit supplier to our team and has been since 2007 – has confirmed that demand for waistcoats has now climbed 35 per cent because of what they’ve dubbed the “Gareth Southgate effect”.

And while this might well sound rather frivolous, it’s certainly something your sales teams might want to make note of so they can capitalise on this in the future if something happens that means your particular core products are suddenly thrust into the spotlight.

You should certainly train them to prepare for managing sales surges successfully and knowing what kind of events can trigger spikes is a wise idea. Holidays, seasons and sales can all cause increases in demand but unpredictable reasons include a PR campaign going viral or a sudden change in the weather… or, as in this case, a worldwide sports championship.

Preparing your team for this is key to capitalising on certain opportunities, so make sure you have procedures in place for when items aren’t in stock – such as incentives for waiting, discounts or alternatives. And don’t forget that this is also the perfect opportunity for upselling and cross-selling… the world is now your oyster!

If you need any help with coaching your UK sales teams, get in touch with us today.