A lot of companies are responding to today's economy as if it was just a slow sales time. But there are fundamental differences between a time of slower sales and a challenging market. By understanding these differences and making adjustments, organizations can maintain business during a tough market and, when it is over, emerge with more growth potential, loyal customers, stronger earnings, and a more unified organization.
This study was intended to measure the effects of today's economy on sales organizations. We conducted interviews with some of the nations' top sales consultants, and included some of my own experience as well, to add perspective to the survey results.
But in the process came a surprising discovery: much of the "experts'" advice was at odds with the responses from the sales organizations. Could the mainstream response to the challenge of selling through a tough market be generally off target? This study found that it is. One theme that all of our experts agreed on is that the most effective sales practices in a challenging market are actually counter-intuitive to many of the usual recommended strategies.
The good news is that there is room for quick improvement. If you have not rethought your sales mission for today’s economy, download this report and use the six findings and recommendations to start the process.
