Now is the time for Sales Managers to really be there for your teams. Remove obstacles (why is it our own companies act as “sales prevention” sometimes?!), reduce the noise, run interference and provide opportunities to learn from each other. This economy is changing daily and we need to stay proactive and operate in “real-time”. One way to do this is to take a “war room” approach to navigating your way through this. Each week on your weekly sales team call, take 10 minutes or so and ask the group about any experiences in the past week that were related to the economy. For example, cancelled deals, discount requests, travel freezes, delayed decisions, etc. Find out what is happening and, as a team, discuss some possible strategies for dealing with those scenarios, so other reps can be prepared to handle such things if they also face them. The “war room” should stay positive, strategic and proactive. Try it next week!
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