If there’s one thing sellers crave—and rarely get—it’s certainty.
Yet look around. Headlines scream about a soft landing one day, a looming recession the next. Deals feel slower. Budgets are under a microscope. CFOs have become the new bouncers at the club, deciding who gets in—and who doesn’t.
The result? A lot of salespeople sitting on their hands, waiting for “the market” to improve.
But here’s the uncomfortable truth: Economic turbulence is not the time to wait. It’s the time to lead.
Carlos Garrido, our CEO and sales GOAT, says it best:
“Turbulence is the perfect time for real leaders to shine.”
Why Teams Freeze When Markets Wobble
In a recent session, Carlos shared a story about a team he coached right as whispers of recession started. They were talented sellers, but they’d become cautious to the point of paralysis. No one wanted to risk hearing a “no.”
Carlos told them:
“It’s easy to look out the window and say, ‘How harsh is the world I live in?’
It’s harder—and far more profitable—to look in the mirror and ask,
‘What skills can I control right now?’”
When the economy feels shaky, fear becomes the silent killer of momentum. Sellers default to safe conversations. They avoid bold questions. They stop prospecting because “no one’s buying right now.”
The irony? Tough markets reward the few who stay proactive.
The Real Job of a Leader in Economic Chaos
Your team doesn’t just need product knowledge or new email templates. They need a steady center of gravity.
“This selling activity is emotionally abusive work. Without a solid mindset,
it’s very hard to make progress in selling.”
If you’re leading a team, this is your new job description:
Coach discipline, not just motivation.
Motivation is fleeting. Discipline sticks. Help reps define the behaviors they can control—calls made, meetings booked—even when emotions run high.Keep conversations pointed toward decisions.
Carlos says:
“There’s an absolute correlation between people who spend 60-70% of their time in meetings pointed at decisions—and the money they make.”
Don’t let your team fill their calendars with “relationship calls” that go nowhere. Focus on moving prospects toward clear yes or no decisions.
Normalize vulnerability.
Economic uncertainty raises the stakes. Sellers fear rejection more than ever. Remind them that showing vulnerability—like admitting you’re not sure you’re the right person to help—can actually build trust faster. Carlos models this beautifully when teaching cold calls:
“Hey, Christina, you don’t know me. I want to tell you this is a cold call, and as much as you don’t want to receive it, I don’t want to make it. But if you’re kind enough to give me a minute, I’ll tell you why I called—and then you can kick me to the curb.”
Vulnerability like that cuts through fear—yours and the buyer’s.
Steer the Team’s Attention Away From Doom
It’s tempting for sellers to read every headline and declare that the sky is falling. The real risk is spending 65% of your day on things that aren’t actually selling.
Instead, train your team to:
- Focus on decisions, not discussions.
- Prospect, even in tough markets—it’s your sword and shield.
- Manage mindset daily, because mindset drives behavior.
- Use tough conversations as differentiators, not obstacles.
Or as Carlos puts it:
“Most people quit on the journey to sales mastery because it’s hard.
But pushing through longer than most people quit—that’s where millions are made.”
This Is Your Moment
Economic whiplash can shrink your pipeline—or be the moment your team vaults ahead.
The difference is leadership.
Stay calm. Coach behaviors. Keep conversations pointed at decisions. And remind your team: uncertainty isn’t a signal to stop. It’s the perfect time to show what real sales leaders are made of.
Ready to turn uncertainty into your competitive edge? Learn how Performance Edge can help you build a team that thrives in any market.
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