Road to Recovery

It has been a tough couple of years for the majority of organisations.  Hopefully the worst is over and recovery will be significant and sustained.

Sales forces have been in the firing line.  Battling against the odds week after week, in a relentless attempt to maintain a respectable sales performance.  Sheer effort and determination have been critical factors for those sales people who survived to fight another day.  Now that the dust is settling, how does the sales landscape look?  

Whether Sales Directors care to admit it or not, a significant percentage of their team will be fatigued, dejected and possibly re-evaluating their career direction.  Many SDs themselves will have borne the weight of the world on their shoulders, as the entire organisation looks to them and their team to produce miracles which will safeguard their company and jobs.  Such pressure can and may take its toll.

In terms of the all-important customers,  there has also been a change, a change which will affect every person who is involved in sales for the next few years.  That change is in the customer attitude towards organisations and people who try to sell to them.

Customers are now more wary and sceptical about companies and the way they sell their products.  This is primarily because of the behaviour of the infamous corporate few who set the "credit crunch" in motion with their delusional business and sales practices.  Behaviour which has financially affected every consumer in this country, both now and for the future.

Selling is becoming harder, of that there is no doubt.  Traditional sales methods and techniques are rapidly becoming outmoded and ineffective as consumers' scepticism and greater awareness make sales much more challenging.  The world of sales is changing.  A new sales world is emerging.  

Sales Directors are at the forefront of this change. Those who take the time to pause for breath, reflect, think, learn, develop and invest in themselves and their teams will prosper.

Innovation, inspiration and sophistication will be critical.  The courage to make changes and take bold decisions that build long lasting trust with customers.  The insight to empathise with your customers' emotions and be honest as to whether your team really are striving to make clients happy, whilst selling for the long term.  Subtlety, skill and positivity will be of paramount importance.

The Sales Club is there to assist you in every possible way along the sales road to recovery, by providing a wealth of support, inspiration and ideas to make a difference.

Ultimately, it is the Sales Directors who dare to dream, search out vibrant and dynamic new ways of selling and have the courage to make positive changes who will win in this new sales world.