Sales and Sales Management Blog

September 24, 2008

Now Is The Time to Suit Up for Battle

I’ve received several emails and phone calls from clients wanting to know what they should be doing right now.  Should they be battening down the hatches?  Shrinking their sales teams?  Waiting to see what happens in Washington this week?  Heading for the mountains with food rations and ammo?  Others indicate they feel too depressed and fearful to get out of the office and into the field-what good will it do anyway?

As Wall Street smolders, Congress grandstands, and the business community frets, our lives continue.

Are you spending more time checking the news and than finding prospects?  Are you more worried about the economy than your pipeline?  Are you frozen in place, mesmerized by the teetering financial markets?

The spectacle in Washington and New York is important.  What’s going on is going to impact all of us-and we probably aren’t going to like the impact one way or another.  However, no matter our view of the proceedings, we have to continue to sell, to find prospects, to put food on the table.

We must maintain our focus.

When it’s all said and done, we’ll still be doing what we’re doing today-although, admittedly, it may be harder.

Although the future is murky, the present isn’t-our job is still intact, our responsibility today is the same as it was days, weeks, or months ago.  We still get paid the same way.

More importantly, there are still prospects out there.  There are still individuals and companies making money, needing products and services.

There are still prospects out there working hard to grow their families and grow their businesses.

We must do the same.

Put aside the newspaper.

Turn off the tv and radio.

Forget the Internet news sites.

Ignore the hysteria.

I don’t mean forget the issues or stick you head in the sand.  Certainly there are fears of recession-maybe even worse.  But when the work day starts, we have to get to work.

We have to concentrate on our business and let the rest go.  We must focus our efforts on our prospects, our clients, our sales.

If the world comes to an end during the workday, we’ll find out soon enough.

For many of us, this will take a great deal of discipline and self-control.  Certainly we’re all concerned about the economy, our jobs, and our families.  Even though the future may be murky, we know what we must do today.

For those of us who have lived through the turmoil of the economic crisis of the 70’s and the Savings and Loan debacle of the 80’s, we have some history to help bolster us.  For those that didn’t, take some solace in history-this isn’t the first crisis-and it won’t be the last, since we never seem to learn.

Set your focus on developing and expanding your sales business.  Take heart in knowing there is a very good possibility your competitors will be sitting at their desks fretting over the economy, watching every twist and turn of the proceeding in Washington, skipping a heartbeat with the slightest up or down of the big board.  Take advantage of an opportunity to act while your competitor is stagnant.

The more you allow yourself to wallow in fear and become sluggish with worry, the harder it is going to be to break out and get back to business.

Now is not the time to lose your focus.  Now isn’t the time to wallow in self-pity or to succumb to fear.  Now is the time to suit up for battle, to hit the streets harder than ever,  to take advantage of your competitor’s lose of focus.



  1. Love the picture…you made my day!
    For those of you who read The Secret (and no I don’t want to hear what you thought about it – good or bad)one of the big take-aways was the truth that “what you focus on expands”. Focus on the negative…bam…you get negative. Focus on the positive…bam…the universe delivers good things to you.
    Translated to sales talk: focus on selling the right things to the right people in the right way and you will be successful. Create a vision and execute…let other people fret.
    Well, this is about as deep as I get. I have to go sell something now.

    Comment by trish bertuzzi — September 24, 2008 @ 1:54 pm | Reply

  2. Paul, You are right on in your assessment of what people need to be doing to stay focused right now. It seems as though the panic, although infiltrating all aspects of life, can’t keep salespeople from going to work and doing their jobs.

    Its so crucial to do exactly what you say in your artcile- turn off the tv, put aside the newspaper and go prospect, sell, demo, follow up, etc. Deals don’t close themselves when you are busy calling your broker in a panic.

    Thanks for the motivation!

    Comment by Leah Rust — October 23, 2008 @ 1:06 pm | Reply

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