This economy has caused many companies to limit travel and rightly so.\u00a0 Discretionary travel is restricted.\u00a0 However, salespeople still need to get on the road and visit customers even if it is just across town.\u00a0 National and international travel is still needed too.<\/p>\n
The first, obvious reason is true no matter what the economy \u2013 there is still business to be had out there.\u00a0 I think the drumbeat of negativity from the media gets many people to think outside of the right context.\u00a0 The economy, slow as it is, continues to move.\u00a0 Deals are being closed and products\/services are being purchased.\u00a0 There is no option to close down the country and everyone sit at home and commiserate with each other.<\/p>\n
Second, there is a positive effect in traveling to see customers \u2013 you show that your company is active, alive and seeking those deals that are out there.\u00a0 I have an issue with those companies who cut back, hunker down and try to wait out the storm.\u00a0 An overemphasis on that approach usually leads to self-fulfilling prophesies.<\/p>\n
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.\u00a0 Have the salespeople get out there and visit customers and meet new prospects.\u00a0 You might even find this economy to be a good time to grab market share while your fearful competitors fall to the wayside.<\/p>\n","protected":false},"excerpt":{"rendered":"