Opportunity is said to be everywhere in sales, data logged in January 2020 lists that there were 5.9 million private businesses in the UK at the start of 2019 – more than 99% of which are small or medium-sized businesses (SMEs). 0 to 249 employees.

Covid 19 pandemic has undoubtedly damaged and destroyed some. It may be some time before we know the full extent of the impact on life, health, well being, business the prosperity of our nation and the world in general.

As salespeople start picking through the challenge of rebuilding their customer base in the coming months, some will have to prospect harder and more in-depth than at any point in their career before Covid 19.

Fear and anxiety hold many salespeople back from success, creating a conversation with strangers is part of the DNA of a sales role; the coming months and years will require many to go deep into their mental resolve.

Many sales roles are a mix of serving existing customers and prospecting for new; however, for every customer lost to the consequences of the pandemic, a replacement customer will have to be found.

The cost of not replacing the lost business in a company is measured in the employees, and those directly connected to them.

And is ultimately measured in the employment statistics.

Some companies will inevitably start or join price wars, as always the race to the bottom serves little value or benefit in the short or long term and serves only to feed the statistics.

Constant perpetual prospecting for new customers is and has never been easy or overly enjoyable, facing the fear of what awaits you beyond the open door of opportunity will test many and break some.