The headlines are loud right now. Interest rates, market volatility, shifting budgets, decision-makers tightening the purse strings—there's no shortage of reasons why the market feels unstable.
But here's the thing: your quota doesn't care. The expectations for your sales team haven't changed. The scoreboard is still the scoreboard.
So, what do you do when the economy gets shaky but your targets stay steady? You lead. You focus. And you avoid the trap that catches a lot of leaders in times like this—reacting emotionally instead of responding strategically.
Step One: Control What You Can Control
You can't fix the stock market. You can't make your economic buyer feel any less nervous. But you can double down on the behaviors that lead to results.
When outcomes are unpredictable, behavior is your anchor. That's why I'm such a fan of the Sandler concept of the cookbook, or prospecting plan—having a clear plan for the daily, weekly, and monthly actions that keep your pipeline moving. Calls, referrals, check-ins, follow-ups—whatever your "recipe" is, the key is to stick to it, especially now.
You may not close every deal. But I guarantee that if your activity slows down because you're waiting for the market to calm down, the deals will dry up faster than you can say "market correction."
Step Two: Steady Your Headspace
You've probably heard me say that I/R Theory matters most when things get tough - Identity and Role. When you anchor your self-worth to your results, every lost deal or stalled opportunity hits like a punch to the gut. But your role doesn't define your identity.
This is one of the biggest traps for leaders under pressure. You start managing from fear instead of strength. When your team sees you stressed and scrambling, they follow your lead.
So, check yourself first. Are you staying calm? Are you showing up with confidence? Are you bringing your team clarity or just passing down your anxiety?
Step Three: Get Real About What Your Buyers Are Facing
Let's be honest—your prospects are feeling it, too. Their inboxes are full of price drops, Hail Mary discounts, and desperate outreach from vendors.
That's why how you show up right now matters more than ever. Position yourself as the steady hand, not the person adding to the noise.
This is where clear expectations (think Up-Front Contracts) can work wonders. When you're scheduling meetings, be upfront:
"Look, I know budgets are under review right now. I'm not here to waste your time or mine. If this isn't a priority, let's be honest about that. But if solving this problem matters to you and we can co-create a business case, let's talk about what it would take."
Respect the process. Respect their reality. But don't let fear keep you from asking the right questions.
Step Four: Check the Scoreboard—But Play the Long Game
There's nothing wrong with focusing on the scoreboard. That's your job as a leader. But right now is also the time to ask:
- Are we spending time with the right prospects?
- Are we qualifying hard enough?
- Are we sticking to our process or chasing "maybe" deals because we're nervous?
Resilience in leadership isn't about hoping the storm passes. It's about steering the ship well, even when the water's rough.
Panic is not a plan. Hope is not a strategy. Consistency beats chaos every time.
If your plan now involves just "trying harder" or waiting for the market to level out, that's not leadership - that's gambling. And your team deserves better than that.
If you want fundamental strategies to help your team stay focused, consistent, and successful, regardless of what the economy throws your way, reach out. We'll help you build a plan that doesn't rely on luck.
