The economy — and what it’s doing to the company, future pay and their own job security — is something your sales and marketing reps think about constantly. And they’re counting on you for the answers.

Most employees expect upper management to address their concerns head on. So here are four ways to stay on point when having “the talk” with your reps, and ensure they walk away feeling positive about the job they’re doing (and dedicated to helping the company succeed):

1. Be honest. You only want to have this conversation once, and you definitely don’t want employees to shrug it off as corporate doublespeak or propaganda. So address all of their concerns in a frank manner and welcome follow-up questions. If employees feel you’re being honest with them, they’ll be more likely to respect what you’ve said.
2. Use narratives. Every company is feeling the effects of the recession differently, so the more specific you can make your talking points, citing specific examples, facts and figures (including revenue figures), the more employees will relate to what you’re saying.
3. Seek feedback. Your reps are on the front lines every day, and they may have suggestions for ways to deal with prospects today that could increase sales. Customer Service may even have a few insights on the problems your customers are facing right now that Sales and Marketing could use to improve closing rates. Plus, asking front-line reps for their feedback empowers them, boosting morale and creating a collaborative workplace.
4. Leave things on a positive note. People may not remember every word you say, but they’ll remember how you made them feel. Look for positive things to say and use them to reinforce any harsh realities the company may be facing. Be sure employees walk out feeling like there are good things on the horizon, and you truly appreciate all the hard work and dedication they are bringing to the table.

Tough times have the potential to bring out the best in people. And companies that band together to achieve common goals are in a much better position to emerge from the recession on top. How you connect with employees and follow through on your promises could go a long way toward earning their respect and keeping everyone focused on the task at hand.

Source: “How to Talk to Your Employees about the Recession” by John Baldoni, Harvard Business Review Online.

Tags: closing, closing rates, economy, feedback, morale, revenue