- June 26, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
“When your market isn’t growing, it is not business as usual and holding your breath and hoping is not the right strategy.” This according to Casey Coffman, my guest on the most recent episode of Meet the Sales Experts. He went on to say that if you sell the same thing, to the same people, the same way that you did 16 months ago, he would be shocked if your sales aren’t down.
Casey talked about the importance of confidence, courage and conviction, especially in this economy and he shed some light on CEO’s who are still stuck in hunker down mode – paralyzed – not doing anything to reverse flat or declining revenues. He said, “Employees leave when they don’t see a way they are going to win. If we do this we will win, versus, simply staying busy.”
Coffman suggested that companies use this period to trim fat, hire, and retool a best in class sales force so that they can take advantage of being able to make changes that in good times they wouldn’t be able to make, where in these times you must. He suggested new approaches, new systems, new strategies, new tactics. He suggested thinking six months out, and putting pressure on your process instead of your people.
(c) Copyright 2009 Dave Kurlan