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How To Setup Your Sales Team To Survive The Next Industry Disaster

By Darren Pierce on Jan 14, 2014 6:00:00 AM

Managing a sales team has it challenges, and as many managers know, you need to plan for the worst and hope for the best.

Here are a few things you can do to help your sales team prepare for the next industry disaster.

Be Paranoid

If something can go wrong, it will go wrong. You have to constantly be asking yourself, “What if?”

What if we lose that important customer?

What if these high profits disappeared?

What if the expectations of clients change?

Take the time to make a list of these “What if” scenarios. Then you can come up with a plan to prevent (or react) to them.

Avoid Rulemaking

When things get dicey and the stress levels rise, it’s natural to want to control things—to have a concrete plan in place.

But is that effective?

Generally, salespeople want more freedom, not more regulation.

Don’t tell them what they can’t do. Otherwise, they’ll start focusing their creativity on overcoming your rules.

As minor sales challenges arise, give your sales team the freedom to handle them in their own way. Let them get creative.

Then when a larger issue arises, they’ll already be used to putting their heads together to make something out of nothing, and you can have confidence that they will be able to handle it.

Pat Them On The Back

Recognizing a salesperson’s efforts and successes will keep him or her motivated, especially when times are tough.

It’s important to remember that sometimes money isn’t the main driver for some salespeople. He or she may be seeking respect or just verbal affirmation in front of peers.

Nearly 62% of employees prefer praise and recognition from their managers more than financial rewards, and 82% say that when they receive the praise it inspires them to improve performance.

Show them you appreciate their efforts when things are going great and when times are a little tougher.

Don’t get caught unprepared. Keep asking, “What if?,” take it easy on the rules, and remember to recognize your team’s successes.

How do you prepare your sales team for tough times?

Written by Darren Pierce

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