September 18, 2020. – When it gets hard to reach your monthly targets, it gets difficult to plan your business in the long term. You fall into a protective mode where you try to bring home all the deals you can. As prices level down, you start to “optimise” your sales and turn to where money and price is highest. That is quite natural.

Sales people can live and breathe in a short cycle but companies should carry a longer view as well. Clever companies don’t reinvent their strategy based on short-term occurrences. But what is the long term then? Choosing a customer segment and bringing value to those customers is long-term. It might be scaffolding, superb service for distribution customers, die-panels, or something else. It is up to you. That will take you over the troubled water. Without letting your prices hit rock bottom.