Ok, we never really went anywhere, we just took the holidays off and enjoyed a time of relaxation.  Now the new year is upon us along with what I consider the best selling time of the year.  From now until Memorial Day, companies are implementing plans, purchasing equipment/services and focused on business.  It is a window for any salesperson to start strong on their 2009 quota.

This year definitely will challenge many salespeople as the worldwide economies have been in a funk.  However, sales still occur.  One thing about being a successful salesperson – you have to have passion with controlled emotions.  I’ve seen salespeople allow themselves to get into a funk.  They listen to the media’s hyperbolic drumbeat of negativity and the salespeople start to believe their efforts are pointless.  Before you know it, they are keeping their head down in the proverbial foxhole hoping they are not fired.

This approach often creates a self-fulfilling prophesy.

Sales must continue.  The economy is an excuse.  There are still deals to be won, they just take more effort to locate.  These deals may also be in markets for which the salesperson hasn’t pursued in the past.

What I like to hear from sales candidates during these times is some form of this – I turn over as many rocks as needed to find the deals.  Slow economic times require diligence and tenacity to be successful.  Sitting on old accounts, blaming the economy or avoiding the sales manager are all bad signs.

These times call for consistent management and realistic expectations.  Those two things will be the best guide through this present economy.

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