3 Reasons Why Training Is More Important During A Downturn

When the economy starts to slow down, the number of leads coming in drops, and the number of prospects signing up decreases, many companies look at lower expenses.

It’s always wise to run a lean company. However, the most innovative companies know that a downturn is the right time to increase spending, particularly on activities with a greater return on the investment. In this Selling in Asia podcast episode, I share why training is more important during a downturn.

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#1. Every Lead & Sale COUNTS

Companies are likelier not to notice lost prospects when things are going well. When things aren’t going so well, every lead counts. Don’t waste precious leads on sales staff who are inexperienced or lack the skills to close sales. Instead, invest in sales training from a reputable training provider so they are ready to handle and close everything that comes in.

#2. Don’t Allow Your Staff To Be Bored

If sales professionals get bored because of the lack of business, they start looking at other ways to fill their time. This can distract them from the necessary steps in the sales process. Instead, invite them to spend this newfound time exploring new prospecting activities. Or start investing in prospecting activities you did previously before things got busy.

#3. Sales Professionals Are Hungry

With more free time on their hands and less commission in their pockets, sales professionals will be hungry to learn new sales techniques to increase sales. Feed their thirst for knowledge by investing in training. Training could be in the form of a sales workshop where they can brainstorm together how to increase business while learning new techniques. They could also learn new skills between prospects by enrolling in online sales training courses, attending live webinar training, or reading books on sales. The best option is to do all 3 combined with regular sales meetings to review their progress.

Some companies see downturns as a time to cut staff, while others see it as the right opportunity to fine-tune sales processes and increase closing ratios.

Hone Essential Management Skills & Build High-Performance Sales Teams

Management online course

A high-performing team is highly motivated. They take on challenges with an eagerness to exceed expectations and don’t blindly follow orders; they look to improve upon them.

Leading a team to new heights takes understanding your team’s unique strengths, how to navigate uncharted territory and how to inspire them to reach their maximum potential. It takes a talented leader to do that.

Join SOCO’s Management Mastery course, where we cover the essential management skills every leader needs to bring out the best of their team, whether working in the office, at home, or in a blended environment.

Course booklets are provided for our Sales Leadership training

Maintaining motivation is critical for sustained achievement. As a sales rep, you know this: motivation drives hard work, customer connections, and goal attainment.

However, staying motivated despite rejection, setbacks, and intense competition poses significant challenges.

Many sales leaders grapple with the same issue within their teams. The solution lies in Strategic Leadership and Management Training. By honing your skills, you empower your sales team to take ownership, plan strategically, and surpass expectations.

More About SOCO Sales Training

SOCO/ is an expert-led, award-winning sales training company. We’ve spent decades working with some of the most innovative and forward-thinking companies across Asia and the world.

Have SOCO train your team in the top sales skills needed to take on 2021 through either Virtual Instructor-Led Training through video conferencing software or letting your team learn new skills in their spare time using our popular e-learning platform, SOCO Academy.

Not sure which of the top sales training programs is right for you? Book an appointment with one of our program advisors, who will be happy to build the right training plan for you.

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