Nothing to Fear but Fearful Sales
Posted by Frank Belzer on Wed, Feb 25, 2009 @ 01:08 PM
There has been a great deal of talk regarding the situation that President Obama is facing - in case you haven't noticed we are in a recession, likening the challenges to those faced by Roosevelt over 70 years ago. Perhaps you recall the speech - " we have nothing to fear but fear itself!".
I have noticed that right now many people are in fear regarding this economy and they are either trying to hide, stand still or run away and none of those things are working. one of the problems with fear, and Roosevelt new this was that it paralyzes people and even the simple decisions get so hard. If you are scared of heights and you suddenly are on the edge of a building, maybe you can't even move - you freeze! But to get down and get away from the danger you have to move!
When a CEO goes into frozen mode the consequences are even worse - the sales force will now have the "economy" re-inforced as an excuse and as an acceptable put off. I mean after all "our Boss has changed, we are not spending and of course we understand".
Try to provide your people with courage not fear. set an example that will affect your corporate buy cycle in a positive way and help your people to not fear, fear itself.
