No doubt about it we are living in some turbulent times. And unless you are consciously proactive, all the negative news spewed out every other minute can have a negative impact on your psyche.

And worse yet it, it can affect your sales results and your sales people.

As an owner or sales/marketing executive, you have do everything you can to avoid the following attitudes and their related actions among your sales team:

1)      Assumption that nobody is buying. If you accept this than you figure “why try” or psychologically your giving yourself an excuse to fail.

2)      Absence of know-how, sales skill, or the ability to adapt to the new selling environment.

3)      Sloth or lackadaisical attitude (related to number 1 and 2 above). Not making enough sales calls, productivity slowdowns.

4)      Resentment. This attitude (related to 1,2, and 3 above) is one of the last ones underperforming sales people experience before they have completely mentally or physically checked out.

5)      Management/Monitoring. With everyone including executive and managers wearing a million different hats right now, some might find it convenient to offload monitoring or management of the sales team to a top sales rep, sales assistant, or other.  In order, to successfully combat the above, you need to have proper monitoring and management especially during these times.

I’m not an expert in psychology but I’ve been in sales both as a performer and a manager enough to see this time and time again especially during tough economic times.

In short, the best way to combat these attitudes and their related actions is through proper management and providing your team (or yourself) with the necessary skills and tools (adapted for today’s market) and the much needed motivation to keep going.

There are people buying and there are sales people selling. The world has not come to an end.

Let me know what you think?

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