Richard Bexon Ramblings of a mad man in Costa Rica

Economics

One of the main reasons company go out of business during an economic downturn or recession is due to the fact that the sales departments of these companies are not selling enough.  This typically is not the fault of the sales department as I am sure every person on that sales floor wants to sell, there is no one that is not there to sell.  Essentially it is a matter of they need help in how to sell, especially during a economic downturn as buyers become more money concious and build barriers around themselves.

The easy reply would be work harder and sell more, however a sales manager who says this is not looking at the bigger picture.  If clients are have more barriers around them when parting with their money, how is working more hours going to solve the problem.  What needs to be done is that sales people need to be given the tools in order to break down these barriers.

If you are working for a inflexible company you will find that no new tools will be developed and you may want to start looking for a new job.  However if you work for a very flexible company that can make the tools needed then #1 you have a good company and #2 you will succeed during this time.

Some ways that managers can give the tools needed are suggested below: (continue reading…)