What Salespeople are most likely to thrive, and who will dive when things get tough?
Salespeople who can sell in difficult economic times will be able to distinguish between those who “can” and those who “can’t.”
It doesn’t take a great salesperson to reach quota when there are double-digit market returns. What should a sales leader do if the economy slows down? What can you do to ensure that your sales team meets their sales goals when the market is flat.
What can a sales leader do to reach his sales goals in a market where there is so much uncertainty and fear?
Consider this: Do you know how your salespeople will perform in these difficult times?
This is a way to determine how your sales team will perform under challenging situations.
Step 1
Examine the sales figures for each person over the last two quarters.
You can separate their sales into three groups. The sales in which your salespeople had to actually “create the sale” should be included in Camp 1. A created sale is one in which the salesperson develops the sales process from beginning to end. These sales are those that your company wouldn’t have received without the creativity, persistence, and hard work of the salesperson.
If you look closely, it will be those who were able to bring their customers home with minimal effort. These are the “walk-up starts,” the easy ones, and the ones where the salesperson was at the right moment with the right offer.
This third group includes sales that are somewhere between camps one and 2. These sales require some effort to close the sale. There were many factors that worked together to help the sale go through.
Step 2
Let’s now analyze the percentages. Take a look at each salesperson and determine:
How much of their sales come from camps one and three? This number will give you the best idea of how your salespeople will do in slow markets.
Now, let’s look at camp 2. In challenging economic times, the short sales in camp two may dry up. You will need to rely on the sales that your team creates to reach your sales targets.
This assessment can be applied to every member of your sales team, and you’ll quickly see who is most likely to succeed and who will perish as the sales opportunities shrink.
Ian Segal is a leading authority and coach in Australia in sales management. He has been involved with the training, coaching, and development of sales managers for more than two decades.
Ian has 25 years of experience in sales and sales management. He also leads an HR and training department. This gives him a strong sense of fiscal reality as well as practicality.
Ian is the author of “Bulletproof Your Sales Team: The 5 Keys to Turbo Boosting Your Sales Team’s Results,” as well as a variety of articles and white papers, including “The fish stinks at the head!” “Why Sales Training Doesn’t Work.”
Ian has an insatiable appetite for learning about selling and people management. He has tirelessly sought answers to the question, “How can some people sell while most people don’t?”
buy semaglutide online cheap – order semaglutide DDAVP sale
terbinafine 250mg cost – brand lamisil 250mg griseofulvin for sale online
Thanks for all of your work on this web page. My niece enjoys engaging in internet research and it’s obvious why. All of us hear all regarding the lively medium you offer advantageous suggestions through the web site and as well strongly encourage participation from other individuals on the issue and our simple princess is starting to learn a lot of things. Have fun with the remaining portion of the year. You’re the one performing a splendid job.
Hmm it seems like your blog ate my first comment (it was super long) so I guess I’ll just sum it up what I had written and say, I’m thoroughly enjoying your blog. I too am an aspiring blog writer but I’m still new to everything. Do you have any suggestions for novice blog writers? I’d really appreciate it.|
order ketoconazole generic – buy itraconazole 100mg without prescription buy sporanox 100 mg online
famciclovir 250mg drug – buy valcivir 1000mg without prescription valaciclovir 1000mg uk
WOW just what I was searching for. Came here by searching for meta_keyword|
Greetings! Very helpful advice in this particular article! It’s the little changes that make the biggest changes. Many thanks for sharing!|
You made some good points there. I checked on the web for more information about the issue and found most individuals will go along with your views on this website.|
I need to to thank you for this good read!! I certainly enjoyed every little bit of it. I have got you book marked to check out new stuff you post…|
generic digoxin 250 mg – order calan 120mg furosemide over the counter
Hi, i think that i saw you visited my weblog thus i came to “return the favor”.I am attempting to find things to improve my website!I suppose its ok to use a few of your ideas!!|
Hi there just wanted to give you a quick heads up. The text in your post seem to be running off the screen in Ie. I’m not sure if this is a formatting issue or something to do with browser compatibility but I thought I’d post to let you know. The design look great though! Hope you get the issue fixed soon. Cheers|
I was recommended this web site by my cousin. I am not sure whether this post is written by him as no one else know such detailed about my trouble. You are incredible! Thanks!|
lopressor online – buy inderal buy adalat online
A motivating discussion is worth comment. There’s no doubt that that you should write more about this topic, it may not be a taboo subject but generally people do not speak about such subjects. To the next! Many thanks!!|
If you are going for finest contents like I do, simply pay a visit this site daily since it gives feature contents, thanks|
I pay a visit each day some web pages and blogs to read articles, but this webpage gives quality based posts.|
This site certainly has all of the info I needed concerning this subject and didn’t know who to ask. |
hi!,I love your writing so much! percentage we keep up a correspondence more approximately your post on AOL? I need an expert on this area to unravel my problem. Maybe that is you! Taking a look forward to look you. |
I’m extremely impressed with your writing skills as well as with the layout on your weblog. Is this a paid theme or did you customize it yourself? Either way keep up the excellent quality writing, it is rare to see a great blog like this one today..
What’s up to all, how is everything, I think every one is getting more from this web page, and your views are nice in support of new visitors.|
buy generic nitroglycerin for sale – combipres online order buy valsartan 80mg generic
zocor corpse – atorvastatin click lipitor amongst
https://www.songtaneye.com/
rosuvastatin pills visit – pravastatin squeeze caduet online background