Oh no a recession is on the way, crisis after crisis and on top of that some more credit crunch.
So what do when you have a sales team that goes more and more negative by the minute,hour and day.
So with a team that is on a negative spiral you need to break that trend quick, decisive and no nonsense.
You can look at it this way (from past experience).
Trying to avoid contacting customers:
No at this time a day they are doing x. ok but most are not doing x and that’s who you will end up talking to if you are out there.
No one is interest this week since there is a major sport event (olympics, soccerfinal, mma final, etc). So then we should perhaps sync our Calender with every major sports event to avoid wasting time? maybe even get a tv here to the office?
The Customers (very few) who actually are referring to the event taking place will be saying so instead of no im not interested.
Stop making excuses of any kind to not contact customers. You have to make this clear to the team in no uncertain terms. period.
So how about the recensions and “bad times” if everyone is actually having a bad financial time there would be Zero contracts!
But in good aswell as bad times there are contracts coming in. So someone must be selling something even when it’s not easy.
That someone should be members from your sales team.
The sales team will have to work harder to get the contracts but in doing so they will enhance their repertoar and sharpen their skills and as long as you are adamant that the contract is out their they will only get better and better (or be forced to quit).
You should really consider to take on more members to your sales team since the good ones out there will be looking for the very few companies that has the spunk and backbone to invest in their sales teams in bad times and you can make some really good recruiting now.
The other side of the coin is add-on sales to the customers that you already have. Nurture them and take very good care of them since bringing a new customer in when its bad times will cost you dearly as opposed to keeping the existing one. (in good times it will cost about 5 times more to take in a new as opposed to selling the same amount of products/services to the existing one).
So your deal here should be:
There is only a different set of opportunities here now than it was before and I will adapt and use those to make more money than before!