What makes your sales team successful?
As a sales leader, navigating through a recession can be a daunting task. The uncertainty of the economy, coupled with the pressure to meet sales targets, can be overwhelming. However, with the right mindset and strategies, you can not only survive but thrive during a recession. In this blog post, we’ll discuss some tips for being a successful sales leader during a recession
Never Leave a Meeting or Conversation without Knowing What Will Happen Next:
While it is a simple practice, it is one of the most difficult for salespeople to consistently execute. This fundamental best practice has carried sales teams through economic challenges. For example, a prospect asks one of your salespeople to fill out and submit an RFP. Would your salespeople immediately get to work? Or would they ask: “So … just out of curiosity, what would happen next if we were to submit an RFP?” In other words, is there some clear future commitment? If there is no clear future commitment, why put in the work? Sales leaders are responsible for establishing this process and holding their team accountable to following it.
Invest in Your People:
You can’t expense-control your way out of a recession. Investing intelligently in your sales team is the first line of defense against revenue problems during tough times. Organizations can actually expand revenue during times of economic uncertainty by developing their sales force with top performers, onboarding people properly, making investments in training, coaching, mentoring, and supervising their team members more effectively.
Train Your Team to Make It a Business Conversation, Not a Sales Conversation:
Create an enduring competitive advantage by creating strategic relationships with ultimate decision-makers. In some companies, decision-makers are surrounded by people who only want to tell them how good everything is – usually because they’re concerned about their jobs. It is the salesperson’s responsibility to gain the trust of the decision-maker. Trust allows the decision-maker to listen, ask questions, and keep in touch with us. Your sales team should lead business conversations, not sales conversations.
Focus on Customer Retention:
During a recession, customers are more likely to be cautious with their spending, which means that it’s more difficult to acquire new customers. Therefore, it’s important to focus on retaining your existing customers. Make sure that your team is reaching out to customers regularly to understand their needs and address any concerns they may have.
For more tips on leading through economic uncertainty, download our free guide here:
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