Sucessful organizations accelerate during economic “turns” — significant changes to the macroenvironment characterized by inflection points in the economic cycle. Their CSOs take risks where others hesitate and default to inaction or, worse, scale back.

The current environment is creating a turn for companies to pass through. This creates a unique urgency for CSOs to start positioning their sales organizations to thrive during economic uncertainty. CSOs can use the following guidance to plan ahead in three areas that will define their success moving forward: strategic planning, cost management and talent management.