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M$2 Answers
Whoever is fighting is not dead, as my late grandfather used to say...
Support from management is key here.
1. This is war, so make a plan to survive and thrive fast. Let sales people pitch in with feedback and input. All ideas are welcome. Not all will be used, but all ideas should be heard.
2. No sale can be lost. Cheer on any new customers, sales, or reactivation of accounts. Celebrating victories, even if small, is key to keeping moral up.
3. Encourage management to change product mix or service mix to better address the situation. All crisis have opportunities. For example, at my company, we are shifting to more affordable athletic shoes that sell better among high school kids. We will not make as much profit, nor will sales rep make as much commission, but we are selling and fighting market share, and that is a small victory worth celebrating.
4. Think of these tight moments as an opportunity to get creative and apply cost saving maneuvers that can still sale. We allow reps to use B2B tools with customers they can no longer visit because of cost of traveling. They still get to commission, the company still gets the sale.
5. Meet constantly. Let the team talk about their problems getting sales and encourage them to exchange ideas and ways to get the product/service across. In these times they need to act as a team more than never.
6. Get management involved with realistic quotas and support. That 10% growth rate might not be achievable, but selling a little more than last year is a great achievement. Also, convince management that is better to sacrifice profit than sales. Once the crisis is over, if you lost sales you will have to make up for loss volume. But when the crisis is over, if you sacrificed profit, you will still have ample sales, and probably more market share, so profit will be easy, if not automatic, to recuperate. If you achieve these, share with the sales team how management has adjusted quotas, given more discounts, etc. These are all tools for them to sell more, so they will feel the support.
Good luck in your project, and don't forget that the leader who stays positive will contagion the rest of the team!
You can leave an optional "tip" with Mahalo's virtual currency, Mahalo Dollars. If you are asking a difficult question that might require some research, or if you'd like a wide variety of feedback, a higher tip often leads to more answers to your question.
M$
That is the way they roll at my company
You can leave an optional "tip" with Mahalo's virtual currency, Mahalo Dollars. If you are asking a difficult question that might require some research, or if you'd like a wide variety of feedback, a higher tip often leads to more answers to your question.
M$
