The Secret To Accelerating Sales, Even In A Recession.
Yes, thanks to the CORONA virus and the current global downturn, the world has suddenly changed, and most likely, the business world has changed forever.
If your business, like many, has been negatively affected by the downturn, then you need to be prepared for the possibility of the current situation to remain with you for some time yet.
If, like many businesses, you have had to cut costs, reduced your sales force, shuttered marketing spend, have only skeleton staff left, and your teams are largely working from home, then you have to consider what else you can do right now to lift performance:
a) to accelerate your sales again
b) to prepare yourself for a post-pandemic "new normal" when we come out at the other end and the crisis is over again
Yes, you will need a plan for new revenue growth for right now, and for the next situation.
So, ask yourself this:
"Will we just keep doing the same thing that's not working right now, and expect a better result?"
"Will we sit on our hands, hibernate and "wait things out" until the crisis has passed?"
"Or, will we be proactive and take charge of our destiny?"
Yes, that's right. These are probably rhetorical questions.
Of course, you'll want to use this time to plan for your future.
But: how will you go about it?
The business environment has changed, again. Nothing is as it was before.
Does it not make sense to do something new, adapt and adjust for growth?
To adjust to the current situation and to have a plan for the post-crisis business environment?
Does it not make sense to start with a review of your selling fundamentals?
To help you move forward, I'll describe three strategic options for you below:
1. Be Prepared
Keep an open mind. Be prepared for change, be prepared for a "new normal".
The fundamentals of selling still apply, but the way that you sell may well need an adjustment.
That means that you'll have to be flexible, nimble and open to change.
2. Do Not Box Yourself In Right Now.
It Might Be Difficult To Get Out Of That Corner Again.
Short-term thinking can really get you into a pickle.
Do not box yourself in with short-term thinking.
Learn the lessons of previous crises and of those who have been in your situation before. The current crisis has been compared to the great depression last century.
Here is an example of lessons learnt by Harvard Professor Roland Vaile.
His business recommendations on sales and marketing during a recessions still ring true today.
Vaile researched the performance of sales companies during and following a recession.
His findings should be a wake up call for all sales leaders and business owners.
Harvard Professor Dr Roland Vaile on what to do in a recession
Therefore, think twice before shuttering marketing budgets and laying off the very people you may need to depend on again, down the track. Be prudent in your actions and in your decisions.
Think carefully before deciding to just hibernate right now.
"Waiting it out" may end up being very costly indeed.
"Waiting it out" may end up being very costly indeed.
I suggest you work right now on building good rapport with your present and future customers and with your ideal prospects. Grow a sales pipeline now that you can lean on when demand opens up again.
3. Ready Your Business For The Next Growth Now.
It is now critically important for you to adjust your business to the new selling environment, because one day, the crisis will pass and the flood gates to new business will open again.
Can you imagine how insane the competition for business will be then?
What can you do today to position yourself and your business to take advantage of the new growth opportunities then?
4. Make A New Plan For Growth
Given all of the above, I recommend that you start by reviewing your Sales Strategy and the way you sell today. Is it still right for today's market and selling environment, or is there a better, more effective, way?
Your Sales Funnel and your Sales Processes are a great place to start planning your sales growth renaissance.
For that purpose, I have released this free MODERN SALES SUCCESS GUIDE for you.
It only takes a few minutes to read, it is completely free, and it is super useful.
This guide enables you to assess the exact points where your current sales funnel can be streamlined and accelerated, for more revenue and new sales growth.
Click on the image below to download the free Guide now.
Peter Strohkorb’s Modern Sales Guide - free download
After you’ve read the Guide, I have a nice surprise offer for you:
I will make my expertise and my specialist skill set available to you in a complimentary advisory call.
In this free call, I will help you to overcome ANY ONE of the sales challenges you want to discuss.
But first, read the Guide. Then we’ll talk. :-)
Here's to your renewed sales success!
Peter Strohkorb