Selling in a Crisis

52Be Indispensable

Selling in a crisis is tough. Losing your job during an economic downturn is worse. Now more than ever, you need your income. If you lose your job, there is a much higher probability that you will take a pay cut when you land your next one or end up in a role or company that you dislike.

The good news for you and sales professionals everywhere is that most organizations and their leaders are smart. They understand that in volatile times like this, they need productive salespeople more than ever. Businesses cannot survive without a steady stream of new sales and loyal customers.

The optimum word here is productive. In a crisis, everything and everyone will be examined for its value. If you drain resources rather than generating sales and profits, you are gone. There is no mercy for anchors when the ship is sinking. Here's exactly how to get fired:

• Fail to prospect.
• Have low activity and productivity.
• Lose customers.
• Deliver mediocre performance.
• Use poor time management and organization.
• Waste resources.
• Coast along.
• Engage in quiet quitting.
• Make excuses.
• Surprise the boss with bad news.
• Complain.
• Be difficult to work with.

The bottom line is, when your leadership team is faced with making decisions about sales force reductions, the deadwood gets cut first.

Mediocrity, just like excellence, is a choice. Therefore, the most effective way to protect your job is to make the decision to be excellent. Here's how you become indispensable and advance your career ...