During a recession, your sales team’s #1 competitor is the customer’s decision to do nothing, to make no change. In good economic times your # 1 competitor is likely another company who sells products and services similar to yours. So, the skills your salespeople need to defeat these two very different competitors are different as … Read full article

Be careful not to give preferential treatment (playing favorites) to some members of your sales team vs. others. Under normal business conditions you may be a leader who is measured and just. But during these tough times there’s a tendency for many sales managers to get uptight and stressed out. You may feel like you’re … Read full article

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