This economy has caused many companies to limit travel and rightly so.  Discretionary travel is restricted.  However, salespeople still need to get on the road and visit customers even if it is just across town.  National and international travel is still needed too.

The first, obvious reason is true no matter what the economy – there is still business to be had out there.  I think the drumbeat of negativity from the media gets many people to think outside of the right context.  The economy, slow as it is, continues to move.  Deals are being closed and products/services are being purchased.  There is no option to close down the country and everyone sit at home and commiserate with each other.

Second, there is a positive effect in traveling to see customers – you show that your company is active, alive and seeking those deals that are out there.  I have an issue with those companies who cut back, hunker down and try to wait out the storm.  An overemphasis on that approach usually leads to self-fulfilling prophesies.

I would recommend cutting back on the non-revenue generating trips (e.g. engineers traveling to trade shows) and redirect you travel budget to sales.  Have the salespeople get out there and visit customers and meet new prospects.  You might even find this economy to be a good time to grab market share while your fearful competitors fall to the wayside.

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