LEADERSHIP


Sales Leadership in a Downturn: 3 Key Steps for Growing Revenue


BY KEN VALLA, PRESIDENT AND CO-FOUNDER AT THE VALLA GROUP, INC., SALES STRATEGIST, AUTHOR, AND SALES EXCELLENCE THOUGHT LEADER


Today’s B2B companies face turbulence. A remote workforce is suffering from burnout. People feel less connected with their teams and businesses. Economic headwinds are causing job security concerns and restructuring.


“I need visibility and to understand where our growth


is going to come from.” – SVP SALES, FORTUNE 30 COMPANY


No doubt all these factors will make 2023 challenging. But despite these uncertainties, sales leaders still have one thing in mind: growth We work with CROs of Fortune 500 companies, SMB firms, and public sector teams. Across the board, they want to grow their businesses. However, they face low quota attainment across


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“We need to figure out our sales tech stack, get our people adopting the technology, and that should


help drive growth” – SVP FIELD OPERATIONS, FORTUNE 30 COMPANY


their organizations, longer time to proficiency for new sellers, slow to no new logo growth, and very few sellers able to sell the new offerings their companies bring to market. What should a sales leader do? We suggest taking


action in three ways: simplify, guide, and collaborate. STEP 1:


SIMPLIFY YOUR SALES PROCESS The first step is to simplify your sales process. Define how you want your sellers to work, determine the actions you need them to take each day, then deploy technology to enable those actions. Salespeople today must engage with a broader range of stakeholders. In the technology space, salespeople must reach outside of IT and call on Line of Business (LOB) stakeholders. In life sciences, they need to go beyond the physician and call on health systems and administration. Sellers must proactively pursue these new


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