THE LATEST: Is Your Sales Team Truly Ready for a Recession?

Are you training your sales team with the sense of urgency it deserves right now?

Schedule a call with an advisor → Join IMPACT+ for free → Great business leaders accept trends for what they are, then act accordingly.   So let's — without emotion — accept this recession for what it is. Once we do that, we can plan for what lies ahead.   And one of those plans we should all be making has to do with our sales teams right now.   I'm sure you've heard me talk about this before, but I must say it again:   Most sales teams are NOT ready for a recession.   Take my swimming pool company, River Pools, as an example.   For the past two years, our sales team has had more leads, and therefore more sales, than any other time in our company's history. It has been a time of prosperity. But this is disappearing by the day.   Now, they've got to really truly work for each deal. They've got to scratch and claw. And things will get worse before they get better.   This isn't gloom and doom.   It's just an understanding of a macro world trend. We know it's here now, but we know it will pass, just as every other cycle we've seen over the years.   Why do I mention this?   Because right now I'm doubling down with my sales team at River Pools.   They are re-learning, re-training, and refining their entire sales skillset.   And this is a very, very good thing.   So I ask you: are you training your sales team with the sense of urgency it deserves right now?   Are they ready for what's coming?   If you need help, reach out to our team at IMPACT. Taking sales teams from good to great during tough times is one thing we do very, very well. Marketing/content team struggling with content ideas?   Chances are, they aren't spending time with sales.   If your organization is ever lacking in this department, have your content folks shadow a sales person on your team for 48 hours. Have them listen to every call, read every email, and watch every presentation.   If they do this, I PROMISE they will have content ideas for the next 6 months. Newsflash: The highest performing salespeople LISTEN dramatically more than their peers.   No surprise for sure, but here's the rub: Just about EVERY salesperson I've asked "Do you listen well?" has responded "yes."   Think about that for a second.   Again, all goes back to better training, my friends, better training. To the bright future ahead, Marcus Sheridan Author of They Ask, You Answer msheridan@impactplus.com Connect with us and share your They Ask, You Answer success stories with the hashtag #TheyAskYouAnswer Sent with 💙 by IMPACT  IMPACT, 470 James Street, Suite 10, New Haven, CT Unsubscribe Manage preferences