In uncertain economic climates, many sales leaders face greater challenges than ever. After more than 20 years in the industry, I have learned that it is precisely in such periods that we as leaders need to step up and show the way for our teams.
A Harvard Business Review study shows that companies that focus on building strong customer relationships and long-term customer value during recessions not only survive but often come out stronger on the other side.
It's not about chasing every possible sale, but about building trust, showing understanding and offering value that really makes a difference.
As leaders, we must support our salespeople by giving them the tools to navigate uncertainty while staying focused on the customer's needs.
It's about building a mindset of perseverance, creating structure in work processes, and keeping communication open and clear.
Ultimately, our goal is to prepare ourselves and our teams to face adversity—not just to survive, but to be able to grow as conditions turn.
💡 How do you support your team in tough times?
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