Winning 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, and a moment in which winners and losers may be distinctly separated. This creates a unique urgency for CSOs to start positioning their sales organizations to take advantage of the opportunities that economic uncertainty and a downturn can create. 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.