Most Americans share a concern over where the economy is headed.   However, operating from a perspective of CONCERN will not place a business into a position of power.  Conversely, operating from a perspective of INFLUENCE can turn an uncertain economy into extremely opportunistic times.  While many spend time worrying, those CEOs and sales executives who plan and choose wisely stand to prosper greatly.  If sales at your company seem to be stalling, what should you do to pump up revenues?  One choice is to hunker down, succumb to economic forces and hope for the best.  Another approach is to ask and address some empowering questions…

• Should I dig deep into our pipeline to see what is forthcoming?
• Is my forecast real?
• Are there hidden opportunities with my existing clients?
• Should I provide some additional incentives?
• Am I effectively holding my team accountable for activities and results?
• Am I tolerating under-achievers?   If so, what actions can I take today?
• Should I hire new people to bring new life and to the organization?
• Should I perform more coaching and training?
• Should I go out and close opportunities myself?
•  Should I go on calls with my salespeople to help close?
•  Should I create a tactical plan to create urgency?
•  What can I do to improve motivation?
•  Is my sales manager doing an effective job of coaching and developing?
•  Is my sales manager effectively holding the team accountable?
•  Are expectations clear?
•  Are rewards and consequences clear?
•  Should I offer customer incentives or run promotions on slow moving items?
•  Should I evaluate the sales force to learn for sure why things aren’t better?

In a slowing economy, it is vital to carefully manage the bottom line, but it is silly to ignore your top line.  There are some things you can’t control, there are many things you CAN control.  Focus your organizational energy in areas that you do have influence, instead of worrying about areas that you have none. 

What will you do next???

© Copyright 2009 Joe Zente

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