1. Clear expectations: Your expectations must be communicated clearly, reps need to know what is expected from them and don’t be afraid to remind them.
2. Inspect: Reps should be observed and monitored to ensure they are grasping and implementing the concepts learned in training.
3. Realistic feedback: You should provide feedback often, and honestly. Remember to include positive reinforcement to let them know what they are doing right and constructive feedback as support to what requires improvement.
4. Provide incentive: Typical to any type of training you should acknowledge and reward reps for implementing the new concepts they have learned. This will not only provide motivation but will also serve as a constant reminder.
5. Reinforcement training: Should typically be conducted 90-120 days after initial training. This will ensure everyone has not forgotten about their original training.

By following up initial training with these practices, you will see better results. Reps are reminded, and encouraged, throughout the process that the training provided is taken seriously, and comes with expectations. This is one sure-fire way to get a better return on investment with the training investment you have provided.

Here are some tactics you can employ, not only to survive a recession, but flourish as well.

1. Keep selling….but with more effort
   When the economy is good, it’s easier to sell, that isn’t news to anyone.  Selling is easier as people have more money to spend and less economic worries. Studies have shown that a buyer will view, review, and reconsider a purchase an average of seven times.  Whereas sales staff often gives up after only one.  This inst enough persistence even when times are good. This is why you need to try harder, and put forth more effort during a bad economy.
2. Focus on your target market
   In tough times, a company should narrow its focus on what it does best.  Now is not the time to have weak product lines or distracting ventures.  Business should focus on strengthening its core products and services.  These are what contribute the most to sales volume and margin.
3. Increase the marketing budget
   Marketing isn’t a cost, rather an investment that generates revenue from new customers.  If businesses look at marketing in this perspective, it should be easier to increase the amount spent on marketing.  This is especially true when times are tuff.  Remember, you need to reach more people to get the same sales volume.
4. Make it easier to do business
   It’s all over, tightening credit.  It’s easy during downturns to tighten credit policies, shorten hours, etc. but what you are really doing is making it more difficult for customers to do business with you.  If your competition is making these types of cut-backs you should do the opposite; Offer terms, ship for free, extend warranties, provide better service, and watch their customers come to you.
5. Clarify your Value proposition and ROI
   Recession or no recession people are always going to spend money.  The only difference is many will be more frugal.  But people needs have not changed, and they are still going to spend money on goods and services that they perceive as having value.  Now is the time to show them exactly how they will benefit by buying from you.  You may want to consider creating case studies, product demonstrations or webinars.