There is always pressure in sales. The key to performing well in tough sales environments is to have a great sales structure and to execute that structure skilfully, irrespective of the challenges in front of you. The customer decides, not you. So that part is out of your control. But the way you engage, your process, is within your control, and it’s helpful to focus on that.
As markets become more commoditised, margins get squeezed and copy-cat products spring up, it’s ever-more important to focus on the thing that really can make you stand out – great service. And having put all that effort into winning a customer, it makes sense to look after them as well as you can. But the service environment comes with its own pressures, and your service proposition is only as good as the people delivering it for you.
Great organisations select and develop the right people to manage their teams. It is critical that they are equipped to deal with the challenges that will inevitably come their way.