Managing your sales force in any economy

The great sales people can sell in any economy:

While business cycles are very real, and affect your business, advertising and perception is often not up to reality. The media has a job to make selling newspapers and attracting eyeballs. It is in their interest to create a stir. But that does not mean you have to think every time you say the sky is falling. Furthermore, the “economy” is not a huge monster made of pork bellies and percentages – it’s a way of thinking about the millions of small buyers and sellers who make the world go round.

Understanding that in this way is the key to maintaining a good prospect, let alone a healthy one. When a market or industry over another is down and vice versa. The point is that there are always buying and selling gear, if someone is doing well and someone who is not. Even the biggest booms of your miserable, companies can go bankrupt when the economy is “hot.”

At the same time, there are always great sales, even in the frostiest economic times. In fact, for all the press devoted to forecasting recessions and slowdowns, I believe that good times are the most dangerous for sellers. When things are slow, it is easy to keep your focus. Vendors know they will have to fight for their money, and so they take up the exploration, learning about their products, and following up with existing customers – all the things they need to succeed in any environment. But what happens when there is a lot of money and business flying around, when buyers seem to be everywhere? Human nature kicks in. They take their foot off the accelerator and coast a bit. Bad habits in the ensemble, along with a false sense of security.

The hunters become order takers:

Instead of hunting for new business, become order takers. This may not be a problem in the short term, where there is enough business to mask the problem. But eventually things start to go south. And when they do, the seller who has been working smart from the start that is in a position to keep pushing the numbers and enjoy the bonuses. Thus, away from their fundamentals of sales is a bit like being out of shape. When you’re in the habit of going to the gym, it’s easy to move on.

Every dollar raised, every mile, makes you feel stronger and more relaxed. But what happens when things get too good? It is tempting to leave a little. That one day on the couch, that extra burger – What kind of damage could they possibly do? After all, you’re in good shape. And yes, the lazy weekend, the extra portion of extra cheese, do no harm. But one becomes two, becomes four or more. A day off the gym becomes a week, and after a month. A dinner out becomes a steady diet of fast food, and sooner or later, you can hardly walk to the scale, let alone run a few miles. That does not mean it should not be happy when he is good. Just do not be so happy to take your eyes off the road.

Do not get caught up in the news:

The best way to be prepared for a changing market is not getting caught in the drum so that everyone else is listening. Never be convinced that the economy is always going to be good, because sometimes not. And like you should not go with the good times, not too down when things are slow, either. We have what you are doing and make sure you tell yourself – and your customers – that everything will be fine. Many vendors in the midst of a difficult sales environment, such as whining and complaining about how difficult it is to find new customers. Naturally, this kind of attitude is not exactly attract orders.

If you want people to buy from you, their enthusiasm should reflect that. Henry Ford once said that if you are looking for business, you go bankrupt. To me, this is good advice in any economy. The very things that make you rich and successful life is good when you become rich and successful, when it is not. The only difference is how many people have to speak to make it happen. Boom and bust are real, but only to the extent that we, as sellers decide to participate in them.

Make more sales calls, and shake more hands:

Sales is still and will always be a matter of finding the right people and do things right. A few ticks on the bag will never change that. Stay focused where it belongs, in its fundamentals of sales, and what the world thinks the economy is not so much.