Jason M. LemkinCEO, SaaStr · Co-Founder of SaaStr AI, SaaStr Fund, Adobe Sign

Boosting Sales in Tougher Times: Promote Your Top Rep

19 Jun 2023 · 1 min

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Jason M. Lemkin advises that during tougher economic times companies should consider promoting their top sales representative. He argues the top rep often continues to perform well, knows how to optimize the sales process, handle objections, and beat competition; promotion (if the rep wants it) can strengthen leadership. He also cautions that not every account executive wants a leadership role, so ask before promoting.

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Second thing you can do during a tough time is promote your number one rep. This almost always works. Even in tougher times, we usually find that the best rep is still doing okay. Best rep knows how to optimize the sales process, how to deal with issues, how to answer those tough questions from prospects, how to beat the competition. Even if the rest are struggling, the number one often is still making it. Promote them if they want to. Not every AE wants to be a team lead or a director. But in tough times, ask your number one rep if they're ready if they want to step up for promotion.