Good At-Bats in a Down Market

As the year moves along 2 things are clear: we’re in a down market but deals are happening. Some sales organizations are struggling, it’s certainly tough for all, but there are signals of business progress and signed deals. Some companies are even thriving. But whether struggling or thriving, there are still fewer deals out there that are being worked. To use a baseball analogy, salespeople have fewer at-bats these days; fewer chances at the plate. Like a skilled ballplayer, better handle the at-bat carefully – take the right pitches, foul off appropriately, don’t chase bad balls. Take the good swings when you see the right pitch coming.

We’re observing that in times like this sales organizations need more effectiveness rather than efficiency. Sales tools and technologies that streamline process and make things run faster or easier are not nearly as valuable as sales tools and sales technology that drive salespeople to do the right thing, very well, every time, like a great at-bat.

Are salespeople in your company taking their best swings at every at-bat?