1. DEVELOP STRATEGIES TO WIN, KEEP AND GROW ACCOUNTS
The sales cycle (from lead generation through to client management) generally stretches out when the economy slows, as customers guard their cash, and it is during these times that a robust sales process becomes crucial.
A sales process really needs to have three phases – a sales process for creating an opportunity; a sales process for managing opportunities; and a sales process for retaining and growing accounts won.
A down economy is a good time to review your sales process to improve its
effectiveness.
Rob Hartnett, sales coach and founder of consultancy firm Selling Strategies
ABOUT THE AUTHOR
James was the editor and publisher of SmartCompany and LeadingCompany for five years. He is now the Australian Financial Review's companies & markets editor, and a former BRW editor.
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