In a recent study, 96% of CEOs believe we will experience an economic storm and recession. Is your team prepared should we experience an economic downturn? Over 70% of CEOs surveyed three months ago felt we were heading into an economic slowdown and recession. The recent update is that 96% of CEOs believe we will see a recession. Some of our clients are feeling a slowdown in some markets. Building and supply are experiencing a slowdown for those manufacturers that supply products for building new homes. Retail is feeling the pinch, and our clients that supply store fixtures and displays are seeing orders reduce, pushed out six months, or canceled entirely. Technology companies are posting news breaking layoffs. Many of my clients have shared 2022 was a recordbreaking year for revenue and they want to keep that momentum growing. Unfortunately, it does not take a great deal of sales skills to enter incoming orders (mainly if you are getting the orders because your competitors can’t ship.) Sales peopleoften stop using sales skills and the tools they were provided when the orders are easy to find. In 2022 many of my clients were spending more time determining the orders they did not want. By Mark Allen Roberts When Flying InA Storm, Rely On Your Instruments Sales skills are like muscles; if you don’t use them, they grow weaker. Their sales process and instrument panel grows dusty. When you take flying lessons, one of the first things they teach you is to rely on your instruments. You must trust your instruments if you enter a cloud or are flying in a stormwith low visibility. One instrument the sales team has that is often not used correctly is their formal sales process in your CRM. Do you have a formal sales process? Do you have a CRM? Are your salespeople using it? Has your sales manager been trained to coach sales opportunities through the pipeline? Are you sure? Salespeople must have the right dashboard and instrument panel they can trust when they find themselves in economic storms and can’t see the horizon. Sales teams that follow a formal sales process outperform other companies without one by 15%. Each client has their own sales process unique to their channel, but they all follow a version of the following framework: Ideal Customer profile – identify your ideal customer
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