The Salesperson Makes a Difference When the Economy Threatens to Dive in Dublin & Columbus, Ohio
It’s easy to sell when conditions are favorable.
Who could have predicted COVID or it’s impact on the economy? Who could have predicted its impact on inflation, hiring, or the supply chain – that we currently face? If these conditions aren’t enough to deal with - some of the best minds in America are predicting a recession.
In preparation for a downturn, companies must aggressively look for ways to secure current customer relationships, boost top-line revenue, and sustain profit margins. Business owners are definitely concerned about what the future “holds”! Many won’t survive these challenges. Those who adapt now to this changing marketplace will have a definite advantage.
When the size of the market begins to shrink and there is no longer enough business to go around, salespeople begin to pursue smaller business opportunities – salespeople become more aggressive and hungrier. Those sellers who are not able to differentiate themselves or their companies start discounting prices and eroding profits.
On the other hand, there are salespeople who begin early to seek new ideas about what they can find that will give them a competitive edge. These sales people adjust their approaches and make themselves invaluable to their company and their customers. They know the best way to get avoid the impact of a shrinking economy is to “sell their way out”. They see these challenges as the time to dump the traditional selling mindset. A salesperson who sounds the same as a competitor won’t survive! And they may need some help making the transition.
The effectiveness of the sales organization drives the success of a company. This is not the time to expect individual salespeople to figure it out by themselves. Selling during a tough economic climate is very different than what most of today’s sellers have experienced. After all it’s been 40 years since are last full-blown recession.
It is time to get behind your sales team, bolster inbound marketing and bring in a sales coach who has faced these challenges personally and give your team a boost toward success. Their success will have a direct impact on a company’s survival.