Even though we aren't technically in a recession compared to years past, there is definitely a decline in overall purchases. Consumers are cutting back on their spending, companies are cutting back on the labor, and most people are suffering because of it.
However, there are ways to overcome the recession and still get the sales you need to weather the storm and beyond. Keep in mind; there are also things you shouldn't do:
#1 Team Pressure
Putting more pressure on your team isn't the best scenario. In fact, it's the fastest way to de-motivate them. Sure, it might bring a few deals, but over the long haul, you're not going to see their best potential.
The best course of action is assessing the overall problem and looking at them individually. This could be part of the system or an employee. If it's the latter, request a one-on-one meeting and figure out a way to disarm the problem.
#2 Keep up with Training
Even though you might consider your sales staff "stellar," they can quickly become content with what they're accomplishing. We've seen it time and time again, once a salesperson reaches a comfortable financial area, they change. Instead of working just as hard, they get complacent.
There are a couple ways to overcome this, but the easiest is to have some sort of continuing education. Take the time to sit down with each of them and find out what drives them. The answers might surprise you, but if you capitalize on these areas, you will definitely keep them motivated.
#3 Understanding the "Real" Salespeople
You have to admit that it's pretty easy to make a sale when things are going great. Getting in front of enough potential customers offers a higher success rate to close a deal. While this is true, the real salespeople are the ones who can do it when the going is tough.
Individuals who are able to stay on top of their game go the extra mile to make a difference. Whether it's thinking about their livelihood, their future, or just to be the best, it's pretty rare. Your job as an owner is to keep your salespeople on their game, but with the appropriate approach.
What's the Answer?
Recession proofing your sales begins with better organization and structure throughout the company. Knowing exactly how to speak with sales reps and train them is enough to provide your company with the necessary means to be successful. Even if your business is at the top right now, taking the time to keep it at the highest level will have a major impact on your company's longevity.
Best of all the employees will benefit from this action as well.