SALES. It regularly ranks as the number one concern for small businesses. Without sales, our revenues suffer and the effects trickle down to other areas of the business. In today's economy, it can be tempting to let fear overtake our will to seize the opportunities before us. But, our small business coaches agree, it doesn't have to be that way.
One of our coaches gives you some great steps to begin to get your sales back on track.
From the CEO Success Blog:
"As daily stories of economic doom and gloom continue to dominate headlines, most companies have their own version of the current economy and its affect on them. Some of your salespeople may be returning from calls with objections like:
- “there’s a spending freeze…”
- “it’s no longer a priority…"
- “they’re going out of business…”
- “they’re laying people off…”
- “they’re postponing the initiative…”
- “they’re only going to do half of what we spoke about…”
- “they’re too busy putting out fires…”
There are many more that we don’t need to list here.
If the doom-sayers are correct, excuse making, chronic mediocrity, under achievement, complacency and a selling skill set adequate only for wonderful times may collide head-on with a recession or possible depression. What could be worse? Lots could be worse. You cannot control the global economy, but you do control the strength of your sales force. Tremendous opportunity exists in today’s economy. "
1 comments:
Make no doubt about it. Sales is difficult these days. To many sales people and sales organizations are relying on someone else to get the leads or the new wave of internet marketing. Networking is of the essence, but some old fashion cold calling has to be in the mix. Give your sales people a goal number of cold calls and also a badge for engaging in conversations.
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