Newspapers, magazines and e-zines continue to carry stories about uncertain economic times. And, in fact, many sales organizations are still feeling the pinch of declining or flat sales. Take heart though - here's a list of 9 REASONS sales are down and useful ways to COUNTERACT them.

1. You can't get an audience with the prospect or customer.

Increase your market intelligence efforts on customers, competition and performance data. Use sales training to hone employees sales call skills, to anticipate and address new objections and embrace the role of trusted business advisor rather than an order taker.

2. The sales cycle has lengthened.

Identify reasons why it's lengthened in order to understand and then begin to control the process. Where the cycle has always been long, establish a consultative relationship now in anticipation of new budgets in the future.

3. Prospects are more price-conscious.

Sell the value proposition, particularly finance-based, and reposition the product with a new value proposition that corresponds to customer concerns, while continuing to focus on customer service excellence.

4. Your client can't get approval within his/her organization.

Call upon your most advance customer service skills to reassess and reposition, if necessary with a new value proposition that corresponds to customer concerns. For example, products formerly positioned as revenue generators may now be better positioned in terms of cost reduction.

5. Your client organizations have a high turn-over rate.

Go deep and wide within the organization to identify additional buyers. Act as if you are prospecting within the organization.

6. There are few new prospects.

Consider one of the most simple but important tools you acquired in basic sales training; which is to expand your network to include more contacts within your existing accounts and to increase prospect research, using web research or even social networking sites.

7. Travel budgets have been cut.

Employ telephone, email and web more creatively and effectively. Assess your prospect's buying potential and only spend time and resources where they will be most effective.

8. Fewer sales support staff are available.

Improve operational efficiencies and time management skills. Realign territories to spread support over larger areas and increase your use of existing technology and any leadership training resources.

9. It's difficult to keep your sales staff motivated.

Increase coaching and mentoring by sales managers. Re-energize your sales team by providing relevant sales training and setting up working sessions around current challenges, for example customer satisfaction.