Wednesday, January 21, 2009

On Recovering from the Global Recession

Most companies will take time honored approaches to try to get through a recession: reducing costs, delaying projects, stretching creditors, reducing debtors.
However, it is obvious that there must be a focus on maintaining, or increasing, revenue.
One of the assumptions is that sales revenue will be reduced, that the current sales team will not be able to close as much business as last year. The problem with this assumption is that the best sales people will still find business. So why can’t the rest of your sales team make their numbers?
Only those sales people who know how to sell, know how to prospect, qualify, engage, negotiate and close will be able to achieve budget.
Why do you have sales people in your team who don’t know how to sell?
As the market grew, you looked for anyone who resembled a sales person. This is not an uncommon mistake. I have made the same mistake in the past. The only difference is that I now know more about selecting a sales person.

Go to to find out more.

1 comment:

  1. This is correct. I believe in same old marketing principle that need exists but we need to find and fulfill it. So, if a sales person can not find and fulfill it then he has no right to be in the team.