As we all come to terms with rapidly changing economic circumstances, one of the most significant challenges facing business leaders is preparing the sales force to ‘sell in hard times’.
One of the alarming facts we are faced with is that many of today’s business to business sales people have no experience of selling in difficult times and many of the sales leaders are in the same position!
In the current economic climate businesses have to work harder and smarter to not only win new customers but then retain and develop them into high level business. Customers are not willing to part with their money on a whim and are demanding that the products or services they choose to purchase are exceeding their expectations. With tightening margins comes a desire to tighten the purse strings, but could minimising all of your outgoings be a false economy?