- March 31, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I often get to see things six to twelve months before they happen. When manufacturing placed projects and orders on hold as they did last October, it’s easy to predict that it will trickle down and impact everyone else over the next six months.
The word from clients so far this week is that manufacturers are taking projects off of hold and releasing money – even in the automotive industry! That too will trickle down and impact everyone else over the next six months.
Today I also heard from a client whose house sold in just one day.
Housing and automotive – positive signs from both camps – truly good news for everyone.
It makes your salespeople feel better, it gives them hope, and in turn it makes them work with more confidence. When they are out there giving it their all, not letting the resistance get to them. following the sales process, using appropriate strategies and tactics, not accepting the first stall, put-off, objection or rejection that comes their way, you have a much better chance that your struggling sales force will generate some much needed revenue.
Haven’t heard any good signs in your own industry yet? Make some calls and talk with some people until you find even one example. Then spread the good word to all of your salespeople and let them in on the win – even if it wasn’t a win for your own company.