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Managing during a recession
Article posted by Craig on Tuesday, February, 9th, 2010 at 11:43 am 
As VP of sales I’ve tried to think long and hard about how to motivate during this slowdown in the economy. More companies are bidding on fewer jobs, and the ones that are won tend to have smaller margins. It gets discouraging for the sales staff and the one thing you want to do is keep a positive attitude with your team because this comes across to potential customers.
There are only so many rah rah sales meetings you can have so I’ve decided to motivate on a more personal level. Spending more time with each individual account executive, tell them how appreciative the company is for the effort that they are putting in. Personalizing the jobs they are proposing by asking how the process is going, giving them any additional support they may need and encouraging them by being positive.
As much as there is a tendency to want to beat up your staff because sales have slowed down, to punish rather than praise, we should be mindful that the people we manage aren’t trying to not bring in business. To get through this downturn we must work smarter and keep the attitudes of those around us in the right place. Remember, employees are the ones selling the company. Clients don’t just buy product, they buy from people and having a positive sales force will help get businesses through these tough times.
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