Are your sales adversely affected by your own "internal consumer spending Index"?
Posted by Frank Belzer on Sun, Mar 01, 2009 @ 02:04 PM
Strange question? I heard two sales people talking about a purchase that one of them wanted to make and it was followed by "but in this economy I think I will sit tight". I started asking myself how many water cooler conversations are starting to center around not spending, comparison shopping and research driven shopping. In the normal administrative office this is fine and expected - but in a sales office it could be deadly!
We regularly measure the impact of Buy Cycle on sales people and like any other weakness some reps are extremely strong (not a problem) others very weak (shouldn't be in sales) and then there is the middle group (borderline) I couldn't help thinking that those who struggle with this might be struggling even more now - the negative buy cycle philosophy is being re-enforced regularly on the news and by the people they are trying to sell to.
If you are a salesperson who wrestles with this demon then stay on top of it more than ever. If you are a manager then make sure your people are not succumbing to the negative rhetoric out there - also set the example with your spending patterns.
If any of this resonates and if you are in Massachusetts on April 9 - then why not hear me speak on the topic. You can find out more here or feel free to send me an email by clicking to your left on the "ask me" option.
