Dealing with ‘times like these’


A major manufacturer’s rep was telling me how thankful he was for the recent improvement in the economy. In the last quarter, he received requests from customers, traveled, and prepared quotes like never before. Interestingly, despite this good news, much of his conversation centered on how bad the economy had been just 90 days earlier.

Commiserating with him about those trying previous months led me to some thoughts on how best to use sales time in a down cycle.

When we are in a “bear market,” what should a “best in class” salesperson, or for that matter — any manager — be doing? What are the correct strategies for“in times like these?” Here are my observations:

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