Go For the Sales Green$$: Getting your share of the recovery

Go For the  Sales Green$$: Getting your share of the recovery

The pundits and economists are predicting we are out of one of the deepest recessions since the great depression.    Some economists are predicting that it could take four to five years before we are ‘back to where we were.’  What does that mean for sales managers and sales teams?  It means upgrading the sales team, getting creative and taking exceptional care of customers.  Here are three areas that successful sales organizations are implementing to examine to insure future success:   #1:  Check Your Sales Bus: The much quoted phrase from Jim Collins, author of “Good to Great,” still holds true.  “Get the right people on the bus in the right seats.”  Having the right salespeople on the bus is critical to future sales success.  It means looking at two emotional intelligence skills necessary for success in tough, competitive environments. Flexibility – is defined as the ability to adapt to unfamiliar, unpredictable and dynamic circumstances.  (Does any of this sound like the last couple of years?)   The internet, global economy and Sales 2.0 have created buying environments that are fast-paced and ever changing.  Alvin Toffler says it best.  “The illiterate of the future are not those who can’t read or write but those who cannot learn, unlearn and re-relearn.”   How adaptable is your sales team?  How good is your sales manager at spotting new trends in the industry and quickly adapting strategy and tactics?  The sales team of the future must be flexible and have the ability to change course.  Impulse Control – is defined as the ability to delay an impulse, drive or temptation to act.   Salespeople scoring low in this area often exhibit high levels of frustration.  This is a problem in business environments where buyers have been burned, are cautious and taking longer to make decisions.  The easily frustrated salesperson may not invest the appropriate time in building relationships and trust.  Low impulse control also shows up in prospecting.   If there is no immediate pay-off, the easily frustrated salesperson quits doing the sales activity and blames lack of results on the marketing department or the economy.   Stay tuned for the next two tips this week!   Good Selling! Colleen Stanley Chief Selling Officer