As a Sales Leader, you are responsible for generating the revenue to keep your organization running. That includes adjusting your strategy to meet the market, no matter how much uncertainty is on the horizon.
Guessing about what you and your company will need isn't ideal. Take the time to approach how you hire in the same manner you plan out your year.
This path will help you:
To start, take some time to review how you are going to need to meet the expectations for the year, AND BEYOND! The potential for this bear market to outlast the summer is greater than most predictions are scoping. Being cautious in times of uncertainty will do you more good than harm First things first, you need to assess what you have in the current pipeline to determine how a slower market will impact your ability to generate revenue. A reasonable prediction on how this downturn will end; and multiple ways to plan what and who you're going to need. Use the following guides to help you determine what you need in the way of capacity
Lets be clear, no one alive has ever encountered any market close to what we are now experiencing. Any advice offered will be experimental. But failing to plan is effectively planning to fail. Now that you know what you have, in terms of capacity, How are you going fill the gap? You need to assess the people you have for their strengths and weaknesses and plan accordingly. Then either you have to fill the gap with what you have or start new.
Now is NOT the time for a hard sale. If you favor your own longevity you need to recognize that empathy as a part of your messaging will take longer. So then lean into the fact that this longer sales cycle will bear fruit, eventually.
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