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Guest post by: Leanne Hoagland-Smith Become an Author

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A recent on-line poll at SmartBrief of nearly 1,400 respondents asked what was the most important skill in this current economy. Even though this was not scientific, the results were interesting especially when looking from a sales management perspective.

Just over one third believed that leaders (think sales managers) right now need to be motivating the organization to higher levels of performance. What was interesting even though government interference is having a negative affect on businesses due to taxes and regulations less than 5% believed that to be critical leadership skill set at this time.

Hunker down mentality is quite common during down times and even good times. Looking ahead of the flow behavior is uncommon for many in sales management. Yet in this pool, the majority of those responding appeared to be embracing proactive behaviors instead of reactive ones in their quest to increase sales.

One out of five are focusing on maintaining customer loyalty. This is a smart sales management strategy given the cost to acquire a new customers ranges from 4 to 10 times more than to maintain an existing one.

Another one out of five is looking at smart cost reduction actions. By removing waste while maintaining or even improving quality to personnel is just plain smart management and leadership.

A smaller share of just over 1 out of 10 (11.86%) are being bold and looking to increase market share. When others are potentially being conservative in their marketing actions, there still are a few going out of their comfort zones to increase sales. This statistic is interesting in that according to Alan Deutschman of Change or Die only 1 out of 10 people will change even when confronted with facts, fear or force.

Down times are said to be the best times to grow businesses, to increase sales. This is the time for sales management to look beyond their comfort zones and move their organizations forward.

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