Successful selling in turbulent times - Dealing with an economic slowdown

By Jim Dickie & Barry Trailer, CSO Insights

For sales professionals and the executive teams of their respective companies, the reality is that turbulent times cause chaos for sales. No matter how many years of selling you have under your belt, the uncertainty that comes with each economic slowdown (real or imaginary) will test you to the core.

The key to your success is adapting to the new realities of the markets you sell into. And adaptation is not just something salespeople need to do; sales management needs to do it as well. Management needs to find out what is keeping their teams from being as efficient and as effective as possible and then go fight for the resources necessary to fix those problems.

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