5 ways sales leaders can drive growth despite tariff headwinds

After much controversy and debate, everyone has generally agreed that when tariffs rise, so do prices. That puts sales leaders, who have enough to deal with already, on the hot(ter) seat. Higher costs of raw materials either compress gross margins or get passed to customers. Depending on elasticity, passing price increases on to customers negatively impacts volume demand. Salespeople generally don’t enjoy having that conversation. Their default might be to push for volume at the expense of price, but in today’s environment that’s a dangerous path. Instead, sales leaders need to guide their teams with precision, discipline, and data-driven strategy to continue growing both revenue and profit.

At Simon-Kucher, we’ve spent decades helping organizations drive growth in spite of economic headwinds. Our research consistently shows that top-performing companies don’t merely react to pricing pressure, they embrace it as an opportunity to optimize their…