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I have lived through and led teams during some of the most challenging economic times in history. Let me share a few key insights on sales planning during a recession.

In the midst of economic downturns, it’s more important than ever to be adaptable and responsive to the market. Here are 3 essential strategies to consider when planning your sales approach during tough times:

  1. Reevaluate your target market: The needs and priorities of your customers may change during a recession. Make sure you’re aligned with their new realities and focus on providing value where it’s needed most. This may involve adjusting your product offerings or targeting a different market segment.
  2. Strengthen relationships: In times of uncertainty, people are more likely to work with businesses they know and trust. Focus on building strong relationships with your current customers and provide exceptional service to foster loyalty. This will not only help retain your existing clients but can also lead to referrals and new business opportunities.
  3. Innovate and adapt: Recessions can be breeding grounds for innovation. Look for opportunities to improve your products, services, or processes to better serve your customers. This may involve adopting new technologies, streamlining operations, or adjusting your sales techniques to better resonate with your audience.

Remember, tough times don’t last, but tough people do! Stay focused, stay positive, and always keep learning. The skills you develop during a recession will make you and your team even more successful when the economy rebounds.

Check out the new Sales Planning module by Varicent that allows for this type of modeling: https://www.varicent.com/sales-planning-software

Doug Erb – CEO Lanshore