I’m coaching people at the moment in 16 countries and all across the US and Canada. Here is my anecdotal finding at this point:
40%: Doing quite well, either at the same high business level as pre-pandemic or at a higher level. Traits: Calling everyone they can, moving to remote delivery, stressing advisory services, creating new IP (e.g., “galvanizing remote teams”). Very high energy, make emotional appeals and create urgency to act now.
30%: Doing fine, maintaining a previous level of acceptable business or replacing lost business evenly. Traits: They are more erratic and less disciplined in calling, make modifications to existing products and services, but don’t launch new ones, mistake being “busy” with being productive at times. (Don’t just make calls, make quality calls.) Can create emotional involvement with the buyer.
20%: Doing less than pre-pandemic, adjusting for less business, keeping afloat. Traits: Cutting expenses, waiting for “normal” to reappear, either not willing to make calls or not willing to use my suggested language when making the calls. Tend to be depresses or dejected when things don’t go as planned. Little energy or enthusiasm themselves, so no transmission of such traits.
10%: Doing virtually no business. Traits: Poorer levels of business prior to the pandemic, no “community” at all in which to operation, tend to make intellectual arguments instead of emotional ones, unable to create an urgency. Dejected to the point of not realizing that they’re not trying, zero resilience.