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Panic on the Sales Force and What to Do About It
Written by: Dave KurlanArticle Overview: What gets you in a panic? The economy and how it impacts them, either directly or indirectly, is having this effect on about one third of your salespeople right now - today.
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Panic on the Sales Force and What to Do About It
What gets you in a panic? When I was a young, height, water and people were enough to cause shortness of breath, a lump in my throat and a stomach ache. Today, I still have the symptoms, but not over any of the things that used to bother me. Today it would take somebody or something threatening harm to my wife, son or me.
What about for you? What causes a panic of that magnitude for you? I'm asking because I want you to know what it feels like, how difficult it is to function, concentrate, or breath. Have you been there?
Now let's take your salespeople. The economy and how it impacts them, either directly or indirectly, is having this effect on about one third of your salespeople right now - today. Some are worried about job security, some about declining income, others about job performance, and others about their debt. Some are worried about their retirement plans, others their investments and a few the health of themselves or someone they love.
If at least one third of your salespeople are in this state of panic right now, how effectively do you supposed they are when they are attempting to sell right in the middle of all this negativity?
Your role changes because of this. It is now your job to keep their head on straight, to calm their nerves, to help them function, to keep them positive, to get them motivated, to challenge them to perform, to urge them to fill their pipelines.
So far, the only thing that has changed significantly is that the combined pipelines of many companies have been thrown into a holding pattern. The business hasn't canceled or been lost to competitors, simply delayed. The sooner that everyone gets over their initial reaction to the recession and gets back to just doing business, the sooner that money will loosen up and start changing hands again.
It has to start somewhere. Why not with you?
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Article Tags: changing hands, concentrate, doing business, economy, health, initial reaction, investments, job security, lump in my throat, magnitude, money, nerves, pipelines, recession, retirement plans, role changes, salespeople, shortness of breath, state of panic, stomach ache
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About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website  Click here to visit Dave's website   Salesperson Selection Visual Pipeline Predict Sales Turnover |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Re: Does birth order influence the desire to start a business?
- I am the eldest in a polygamous family. In Africa where I come from, we are allowed to marry many wives. My mother is the first wife among six others. I am the first born and I am into business and all my other 22 siblings are business people too apart from the second born who is in the Police Force.
Lie about your fears
- While I don't think it's ever ok to lie to a business partner or investor, I think EVERYONE is guilty at one time or another of primarily focusing on their success and business' strengths, while leveraging their weaknesses (e.g. If you have a small forum membership base, you might sell the fact that a smaller membership translates into better and more intimate discussions. In large online communities, many opinions can be lost in the masses).
And whether you're working with a business partner or with other students on a school project, it never does the "partnership/team" any good if you show signs of fear. So I think it's ok to put up a brave face and maintain your composure at all times (even if you're feeling afraid and unsure about what you're doing) just to progress forward. Panic can lead to inaction and business failure, so I don't see the benefit of being honest about your insecurities.
In fact, I believe the ship will sink even faster if both business partners are telling one another how scared they are of running their business. Am I wrong?
Re: Does birth order influence the desire to start a business?
- [quote="ideasuniversity":2rddqi21]I am the eldest in a polygamous family. In Africa where I come from, we are allowed to marry many wives. My mother is the first wife among six others. I am the first born and I am into business and all my other 22 siblings are business people too apart from the second born who is in the Police Force.[/quote:2rddqi21]
Of your siblings - how many are girls and how many boys? Are girls allowed to be businesspeople, or must they stay at home?
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