Let us assume that your business has fallen off or stood still in the last few months – after many years of continuous growth. If you are asked the reasons for this slump, do not immediately reply “It is the fault of the recession”. This is the common response from many delegates attending sales training courses.
Without doubt, the stormy situation in the general economy has a considerable effect on your business. Explanations such as “reluctance to buy”, “solvency difficulties” or “political uncertainty” are mostly only half the truth. If your business is regressing it may also be due to your sales force, to methods of acquisition, to the way they work.
Do your salespeople treat regular customers too routinely or too casually, because they think that their business is safe? Do they tell customers that they are happy with the business they have received so far, instead of working to extend it? Examine business from the most important customers over recent years. Where is there less business? Where is the business standing still? Analyse negative developments carefully. Consider the skills of your sales people, when was the last time they received sales training? Continue reading ‘How to Survive the Recession’ »