If your sales are down and your expenses are up, when would it be a good time to craft a new sales plan?

Thanks for invitation ,

Well, when you facing high expenses and dropping in sales Yes you can put new sales plan , but not only in this situation, new sales plan should be put in following situations in addition to what you mentioned:

• New product.
• Re - launching.
• New competitor\\s.
• Planning to target new region.
• Planning to expand our company market share.

Note : Expenses not always indication to change or put new sales plan

When sales were up all along, an organization represented by an effective leader might have created reserve for research; expansion; and to use during the time like this. Whatever said and done, every product is suffering on sales front. No new plan will work at this point of time. However, we have to analyse the cause of sales drop if not due to known oil crisis.

Expense is an expense. But when spending on employees to re-equip, it turns out be investment. The organization can sponsor some deserving in a batch manner to professional training or undergo marketing, sales management short term course; shall allow some to go on leave to complete the long pending concerns at home front. This way morale of the employees boosted besides becoming more loyal to the organization during the testing period like this. They will certainly bounce back. My point may look eccentric when everyone organization to downsizing the human resource. But downsizing the HR never paid back is the fact.

Great Question and thanks for inviting me. This year in business we need to have answer for this more then before !!!

These certainly are challenging times. I've been through enough of these to have learned some things. Even though I never liked going through difficult times, and would not wish them on anyone, I can honestly say that I always came out of them stronger, more confident, with more capabilities and more security than ever. You can, too. 

Here are a few things that I have learned along the way. 

I know this is easier said than done, but don't worry about things you cannot control. You cannot single-handedly change the economic climate, nor can you single-handedly control your company's response to this slow economy. The time, effort and emotional energy you expend fretting over what might happen is wasted. The economy is going to do what it is going to do regardless of your efforts. So, don't waste time worrying about it. 

Instead, concentrate on what you can do, on the things that you can control. You can control your attitude, and you can control your behavior. 

Work on keeping your attitude positive. A positive attitude for a salesperson is more than just a warm and fuzzy thing. It has very real, practical value. When you have a positive attitude, you look for opportunities and good things to happen. Since you are expecting them and looking for them, you see them. If your attitude is negative and pessimistic, you don't expect opportunities to present themselves. Since you don't expect them, you don't see them when they develop. As a result, you pass over opportunities, and your negative attitude becomes a self-fulfilling prophecy. 

In addition to attending to your attitude, you can control your behavior. Focus on doing your job more effectively. Make sure you are digging deeper in your good accounts and finding additional opportunities to expand the business. Get a good sales book to read, and try to implement some of the ideas. 

Now is also the time to be very sensitive to what your competitors are doing. They may be cutting back on their service or reducing their workforce, and those actions may open up opportunities for you. Discipline yourself to make a certain number of cold calls on prospect accounts each week. There is nothing like new people, new situations, and new opportunities to energize you. 

Pay attention to your personal financial situation. Now is not the time to make big purchases on your credit card. Now is also not the time to sign contracts, enter into long term leases, etc. All of those turn into monthly obligations, and in times of uncertainty, monthly obligations multiply your stress and reduce your options. In next month's e-zine, I'll expand on this issue. 

Exercise. Put yourself on a disciplined exercise program. Exercise is one of only a handful of practices that have been proven to reduce stress for salespeople. You'll feel better, have more energy and less stress, think clearer and be more emotionally stable if you exercise regularly. 

It really is the difficult times that shape your character and define your success. Anyone can do well when the market is growing all around you. It takes a true professional to survive and thrive in time of adversity.

Agree with Nuridin Islam Diab

It is necessary to adopt different sales methods like  sale promotions and offers and also adopt cost cutting like reduce staff allowances .

Thanks for the invitation. My answer is NOW is the time to develop a new sales plan especially for a small and medium size business. If I run my own business, I can't afford to have negative cahsflow for even one month, even if I have the funds to cover the negative effect up, it would dry up my cash. I need to come up with a new sales plan immediately. 

Acknowledge the answer given by Mr.  Heavenly J John   Thank you 

Than you for your invitation. ........ If the expenses over revenue must develop a new plan

Thanks for invitation

I amagreeing with my colleague’s answer Mr. nuridin