The fact is that the “new economy” has and will continue to squeeze businesses of every size and industry. Sales forces are not immune to the squeezing, either. In some ways, sales people bear a special burden. If you have ever heard “We know that business stinks, but you need to increase sales – now” you know what I mean.

When it’s too tough for them . . .It’s Just Right for You

You’ve heard the words. Perhaps you have said them yourself. No matter how the exact phrasing went, the sentiment was “The economy stinks,” “Business is terrible” or something similar.

The fact is that the “new economy” has and will continue to squeeze businesses of every size and industry. Sales forces are not immune to the squeezing, either. In some ways, sales people bear a special burden. If you have ever heard “We know that business stinks, but you need to increase sales – now” you know what I mean.

You may also be prompted to ask a couple of questions:

Am I in a no-win situation?

Or caught between a rock and a hard place? If you have, you are not alone.

But while you are asking, be sure to ask the question that will actually give you the answer that you need:

What am I going to do about it?

My customers and coworkers know that I am not just a career salesman with a national facility services company, they know that I am a big sports fan originally from Buffalo. Yes, as in the Buffalo Bills. And no matter what you may think about sports, Buffalo, or the Bills, I have words that will benefit you.

Back in the 1990s the Buffalo Bills had a remarkable run of success. No, they did not win any of the Super Bowls that they appeared in but yes, they went to four in a row and did so in weather conditions ranging from bad to worse. Just before each opening kickoff during those years, the entire team huddled on the sideline to hear the following words shouted by Hall of Fame Coach Marv Levy: “All you ever wanted was a chance: when it’s too tough for them it’s just right for us!”

With that, the team ignored the elements and surroundings and found a way to overcome. You and I are in a situation where we need to ignore our surroundings and overcome, too. The new economy may be too tough for many salespeople, but it can be just right for you. The first step is your attitude: know and believe that you can win, and you’ll find a way; stop looking at how bad things look, and you’ll be able to see opportunities that others are missing; let the other guy struggle, and you will succeed.

Things are tough out there – very tough, as a matter of fact.

When it’s too tough for them, it’s just right for you!