Measuring Value To Succeed In Uncertainty

[ 2-3 min read ]

According to research by McKinsey & Company, there are three scenarios of COVID-19 affecting the world economy.
Unpleasant as it is, let’s look at scenario #3 since they label it as ‘the most likely’.

Scenario Three & Most Likely:

  • The middle of Q2 sees some progress of the containment of the local outbreak, but COVID-19 manages to spread to other countries
  • Demand and customer confidence remain low due to uncertainty
  • The travel bans remain in place until the end of 2020, leaving aviation and tourism completely frozen
  • The economy is largely affected by the setback and lack of customer confidence

We can see all of the above unfolding already; A growing pandemic, long-term ban on tourism, new strict travel limitations, a drop in customer confidence — everything indicates that returning to any kind of normalcy won’t happen any time soon.

That means there’s little to no use in focusing on enduring the new conditions. Instead, your ability to adapt to them and help your business sail on is where your focus should be. 

Defensive moves are entirely understandable but they can easily become counterproductive. 

So, what can you do?

1. Act quickly and proactively to adjust your route to success and chart a new one while capitalizing on dislocations in the market.

Shortcut:

      • Cien does the heavy lifting for you with real-time tracking of all applicable data points adjusted to compensate for various CRM quality issues for a high-res image of the state of your current selling environment. 
      • It makes “acting quickly and proactively to adjust your route to success and chart a new one while capitalizing on dislocations in the market”  easy, effective and immediately impacting.

2. Build upon your capacity to be agile — align, identify, and prioritize critical improvement areas to respond to changing circumstances. 

Shortcut:

      • Align” – Cien gives leaders a common language for aligning sales and marketing on the expected dollar value of every lead, account, and opportunity created:

 

 

      • IdentifyCien allows you to dig into the intangible factors that impact sales performance and measure individual strengths and weaknesses.

Result: Your ability to rapidly “prioritize critical improvement areas to respond to changing circumstances.”


3. Evolve to become more resilient and bear up against unrelenting external forces, recover from hitches, and benefit from new opportunities. 

Shortcut: 

      • Cien gives you the data, tools, and methodology to “bear up against unrelenting external forces, recover from hitches, and benefit from new opportunities.

Take Care Of Your Team And Be Ready

Cien helps you build the agility and resilience that you, your employees, and your company needs now more than ever.

Rather than uncertainty being an excuse to detach or check out, uncertainty should be a spur to engage and build sustainable advantage.

Keep Calm

Nothing lasts forever, and we will emerge from this with more experience, more knowledge, and more ammo for whatever comes next.  So, our recommendation is to stay collected and focused on maintaining flexibility and discipline with a wise use of digital opportunity. It’s a sure-fire way to keep your sales intact and ready for a boost.

Stay safe and take care!