How sales leaders are using KPIs to navigate coronavirus uncertainty

Posted by Amy Myers on Wed, Apr 08, 2020


Sean Moran co-wrote this blog post with Amy Myers.
For more ZS insights on the impact of COVID-19, visit zs.com/COVID19.

Amid the coronavirus pandemic, we’ve heard from sales leaders that teams are turning inward, focusing first on how to best connect with their current customers. And that makes sense. Customers will long remember how they were treated and supported during this time, while prospects in fire-fighting mode are delaying conversations around new products and services. So how can sales leaders monitor how well their customers are being supported?


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How to Pay and Support Your Sales Force in the Wake of COVID-19

Posted by Brian Thompson on Tue, Mar 24, 2020


Amid the economic chaos and global disruptions of COVID-19, sales reps are concerned about their near-term sales compensation payouts, and whether HQ will make any adjustments to their plan or quotas. While some pockets of the tech industry, like data centers or web conferencing providers, have become more vital than ever, others are negatively affected as their customers’ businesses are partially or completely shut down. The majority of reps will feel an impact on their 2020 quota achievement, but they are more concerned with their Q1/March payouts. Here are some immediate steps to address their concerns:


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