Your measure of worth as a sales leader, business owner or sales person comes through in the tough times, not when it’s easy.  

Anyone can sell when times are good, and staff engagement might be naturally higher than when it’s a tough market. The dollars are coming in and all is looking great on the surface so you’re happy, you have a high performance team. Go you!   

But here’s the thing.. have you ever looked at a painting from afar and thought ‘Wow! That’s a beauty’. As you get closer you realise there’s some cracks, bits of paint are missing and in fact, the whole things a bit of a mess.   

Well there’s a lot of this happening in businesses right now.   

You really find out the cultural thread of a business when crisis hits. When there’s a GFC or when a global pandemic sweeps the nation.   

While at first glance you may have seen a high performing culture, people and business, you’re now realising it’s not the case.   

Why? Because there’s nowhere to hide.  

It’s not about a fancy new way of selling and re-inventing how to talk to people. Albeit there are certainly some changes in the way we’re doing things (more on that another time).  

It’s about identifying what you already have in place. Your systems and processes create consistency in all aspects of business. And the commitment and engagement of your team ensures your business vision and purpose will be brought to life no matter what the market is doing.   

Consider this; 

How much thought and attention is everyone in the business giving to ideas and solutions on how to get through, pivot and thrive?   

If you feel you’re the only one in the business right now that’s looking at these things, then you need to look at the engagement and possibly skill level of your team.   

If you feel like you have to ‘prop’ up your entire sales team because they’re negative and disengaged,then you really need to look at the engagement and cultural fit of your team.   

So where’s the hidden gift? There’s currently a big magnifying glass amplifying and highlighting what is good and what is wrong in your business right now.   

The starting point is getting absolute clarity on your business vision, purpose, impact goals and why they are meaningful to you? If you don’t know them and you don’t care about them, why would your team? Keep in mind its these Why Factors that drive individual motivation every day.   

There are other critical success areas for you to focus on to make sure your business is moving in the right direction. Do the Evergreen Sales COMPASS Survey to get your guide (and score) on the exact areas to place your attention within your business right now.   

Nicky Miklos-Woodley is an Evergreen Sales & Business Coach, Facilitator and Speaker. 

There is a common stigma attached to ‘sales’ and yet, sales are so critical to the success of all businesses. The hard truth is without sales, your business is a hobby.