Economic cycles of expansion and contraction are an unpredictable reality. Untimely response to such turns can set up sales teams for failure. CSOs should proactively develop a roadmap to plan and execute on the opportunities economic uncertainty creates. CSOs can:

  • Facilitate premortem exercises among the sales leadership team to sensitize them to the importance of preparing for a downturn
  • Encourage sales teams to conduct downturn planning conversations with customers to help sellers better engage customers
  • Engage sales enablement functions to train sellers to lead conversations that are meaningful to both the seller and customer

Download this research to learn how to successfully plan and act on a possible future downturn.