An economic downturn can test not only the ability of sales people to sell, but also the ability of their managers to prepare for them an environment thanks to which they are able to maintain their motivation and sell in spite of the unfavorable situation. That is why the Salesopedia.com website presented recommendations for the managers of sales teams on how they can profile themselves more into the roles of leaders and coaches during the times of an economic downturn and rejuvenation.
Emphasize positive things
Even if bad news is everywhere around you, look for something positive that your people won’t find in the newspapers. Start meetings with the good news and feel free to get your own newspaper.
Start role playing
Role playing is a very strong technique for developing sales people. You can use it to check whether they are able to estimate the costs of problems and the potential of opportunities.
Prevent bad sales habits
In difficult times, sales people tend to get away from the gradual building of contacts and lean towards the direct targeting of unknown potential customers, which often leads to failure. Remind them therefore that building relationships always pays off.
Combine tested sales models with new ones
Teach your people to include new sales methods, such as social media. At the same time, however, instill in them that this does not mean that they will no longer use the phone and email.
Improve the sales people’s negotiation skills
Customers today negotiate more often and harder that at any time before. That is why you need to work with your team on your current sales strategy and tactics. Focus especially on how discounts are offered, as a discount is not always the best way.
Share stories that end well
Bring your team inspiration and motivation in the form of examples of successful practice from the past as well as present. In addition to being a good trainer and coach, you should also be a good motivator.
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