Stay Calm and Focus on Solutions

One of the worst mistakes a sales professional can make during a recession is to panic. Sales reps who act too aggressive or too hungry to make a sale will scare off potential customers, who are already worried about the fate of their own companies — and their jobs. Instead of hysteria, offer calm, focused solutions. “In a downturn, people are more concerned about safety and security than they are about high potential and big gain,” Stevens says. Sales pros should do background research to determine the biggest challenges and threats potential customers face, then shape their sales pitches around ways to minimize those threats.

from: Christina Salerno

Upgrade Your Sales Force 

Recessions often trigger layoffs or the closure of entire firms, which means that scores of sales professionals are looking for new opportunities. That’s an opportunity for you to give your sales team more muscle. Asher suggests taking advantage of that pool of experienced labor and reorganizing your sales force to maximize its potential. His rule of thumb: Reassign or let go of the bottom third of your underperforming salespeople and replace them with fresh blood. But don’t stop there. Employee training is also essential to boost sales in a recession. Assign senior sales managers, or even executives, to act as personal coaches to the sales force. Meet regularly with your sales reps to review your products and services, discuss strategies and setbacks, and keep people motivated.

from: Christina Salerno