2009 and 2010 are the Future
2010 vs. 2009 ?
That’s going to depend a lot on what industry you’re in a what part of the world you’re in isn’t it?
For me personally and for SalesNexus Web Based CRM, my day job, 2009 was our best year ever. 2010 is already on track to be even better. That’s not bragging, but more to illuminate the fact that we’re in a somewhat recession proof industry. Many small businesses see hiring new sales people as the simplest path to progression in excellent era. During tough era, the perspective changes to finding ways to get more with less. Of course, a web based CRM can help a sales organization sell more without hiring new sales people.
But, if you sell Health Insurance in the U.S., 2010 is probably turning out to be a very terrible year…
If you sell parts, materials or services to automotive manufacturers, 2009 probably was a very approximate and 2010 is probably showing some improvement for you.
I reckon Leanne’s post made a fantastic point. It’s more vital to look forward and ensure you have a solid plot based on the realities of your industry, economy, etc.
But, there’s no doubt that the tumult in the global economy over the last two years has changed the landscape for sales people of all stripes, in all industries, for excellent.
Government bailouts, vast increases in regulations and uncertainty about future tax and regulatory regimes are making business plotting
more hard. This means buys will be made more slowly and may be driven by regulatory directives or loopholes. The fortunes of entire industries will swing back and forth based on biased whim.
Example – imagine if you were the top producing sales rep for a company that provides safety training to offshore drillers in the Gulf of Mexico! Things have got be very tough in that world, even for the top dogs.
Of course, there will be huge winners in various niches too. And that’s really my point… Going forward, Q2 and 3 of 2010 and beyond, sales people will need to be highly nimble and informed.
Gone are the days when you could know your customers’ business model, your company’s value proposition, then prospect, qualify and close. It’s just as vital now to know the recent or coming changes in tax law, regulations and investment trends that frankly affect your customers. These factors are likely to weigh just as solidly on their decisions as competitive pressures.
Understanding these trends can enable you to position your company and its products and services to help your customers avoid or minimize the impact of the changes or take advantages of opportunities made. You may also be able to identify entirely new markets for your products and services made by government incentives, etc.
Throughout most of my sales career, I found it prudent to avoid talking about politics with customers. Generally, you have a 50% opportunity of making space between you and your customers vs. entrust.
Today’s sales person must learn to be conversant in the effects of politics – regulations, taxes, grants, etc. and there effects on customers without venturing opinions. After all, regulations and taxes are facts of life. Your customers are dealing with them more than ever. Recognize it and empathize with them. It’s likely that for a few years to come there will be much hand wringing and complaint about the changes underway. You can be a beckon of opportunity and separate yourself from the competition by finding the opportunities for your customers.