2009 and 2010 are the Future

2010 vs. 2009 ?

That’s going to depend a lot on what industry you’re in a what part of the world you’re in isn’t it?

For me personally and for SalesNexus Web Based CRM, my day job, 2009 was our best year ever.  2010 is already on track to be even better.  That’s not bragging, but more to illuminate the fact that we’re in a somewhat recession proof industry.  Many small businesses see hiring new sales people as the simplest path to growth in good times.  During tough times, the perspective changes to finding ways to get more with less.  Of course, a web based CRM can help a sales organization sell more without hiring new sales people.

But, if you sell Health Insurance in the U.S., 2010 is probably turning out to be a very bad year…

If you sell parts, materials or services to automotive manufacturers, 2009 probably was a very rough and 2010 is probably showing some improvement for you.

I think Leanne’s post made a great point.  It’s more important to look forward and ensure you have a solid plan based on the realities of your industry, economy, etc.

However, there’s no doubt that the turmoil in the global economy over the last two years has changed the landscape for sales people of all stripes, in all industries, for good.

Government bailouts, vast increases in regulations and uncertainty about future tax and regulatory regimes are making business planning more difficult.  This means purchases will be made more slowly and may be driven by regulatory directives or loopholes.  The fortunes of entire industries will swing back and forth based on political whim.

Example – imagine if you were the top producing sales rep for a company that provides safety training to offshore drillers in the Gulf of Mexico!  Things have got be very tough in that world, even for the top dogs.

Of course, there will be big winners in various niches too.  And that’s really my point… Going forward, Q2 and 3 of 2010 and beyond, sales people will need to be highly nimble and informed.

Gone are the days when you could understand your customers’ business model, your company’s value proposition, then prospect, qualify and close.  It’s just as important now to understand the recent or coming changes in tax law, regulations and investment trends that directly affect your customers.  These factors are likely to weigh just as heavily on their decisions as competitive pressures.

Understanding these trends can enable you to position your company and its products and services to help your customers avoid or minimize the impact of the changes or take advantages of opportunities created.  You may also be able to identify entirely new markets for your products and services created by government incentives, etc.

Throughout most of my sales career, I found it prudent to avoid talking about politics with customers.  Generally, you have a 50% chance of creating distance between you and your customers vs. trust.

Today’s sales person must learn to be conversant in the effects of politics – regulations, taxes, grants, etc. and there effects on customers without venturing opinions.  After all, regulations and taxes are facts of life.  Your customers are dealing with them more than ever.  Recognize it and empathize with them.  It’s likely that for a few years to come there will be much hand wringing and complaint about the changes underway.  You can be a beckon of opportunity and separate yourself from the competition by finding the opportunities for your customers.

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1. Who wants to forget 2009? – Not Me!