30Jan/092

Those Critical Adjustments Sales Managers Must Make in Tough Economic Times

Tough times are upon us. Selling and managing salespeople well are simply mandatory now! Sales managers must respond effectively for their sales team, and the economic conditions. They must make some critical adjustments now.

  1. Get out from behind your desks and travel with your salespeople regularly! This means:
    • Observe them
    • Lead them
    • Coach them
  2. Hold your salespeople accountable for activities that are productive, and measure their productivity. Make sure they:
    • Prospect regularly with qualified prospects and existing customers
    • Position and pre-call plan for every call
    • Build trust and convey value on every call
  3. Require and provide your salespeople with a relevant sales process.
    • A sequential linked process
    • Customer focused, not techniques focused
    • Principles based
    • Easily repeatable

As a manager you must set the example and hold them to it. Everyday. Especially now.

Submitted by:
Richard Dickerson

Filed under: Sales Management Leave a comment
Comments (2) Trackbacks (0)
  1. Dave Stein
    January 30th, 2009 - 17:30

    Great list, Richard.

    I’d add one more piece of advice for sales managers: If you’re in trouble get help. Things will likely get worse before they get better, and the odds of you overcoming your challenges by yourself will get slimmer every day.

  2. Richard Dickerson
    February 6th, 2009 - 09:10

    Thanks Dave. You’re absolutely right. You don’t have to struggle. Lot’s of help available.


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