Salespeople are finely-tuned into the economy since it can have a direct impact on their wallet. The fact is many salespeople who falter during an economic downturn get let go. That is a lot of pressure to handle even for strong salespeople. ManageSmarter.com offers up this article – Chronicles of a Sales Leader: Tough Times Call for Solid Leadership – that provides guidance to sales managers in handling salespeople who are under pressure. The author’s first point is perfectly stated (my bold): 1. Don’t abandon the client. As pressure to hit your numbers increases, a tendency to push the sales cycle ahead of the client’s buying cycle is a frequent… Read More
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