There are no selling cost savings
during a recession,
not if you want to stay in business.
Just the opposite,
these expenses go up.
Salespeople are working harder to land deals.
They see more prospects.
They wine and dine these prospects more
before sealing any deals.
They relationship build more
(more ballgame tickets and business lunches).
After the deal is done,
they touch base more often
to ensure they get the repeat business.
And they need more motivation to do so.
That means hosting results based competitions
and incentive drives
for your salespeople
while you’re laying off other staff.
It may be unpopular
but it is necessary.