How to Drive Increasing Revenue — Even in the Face of Tariffs

With new tariff discussions on the horizon and continued pressure on supply chains, many businesses are asking: How will this impact our revenue—and how do we stay ahead of it?

The answer isn’t just in pricing or product strategy. It’s in how well your team can execute. Because when external pressures rise, your ability to sell with focus, consistency, and urgency becomes your biggest advantage.

Whether your Q1 results met expectations or left room for improvement, now is the time to tighten your sales execution strategy—and position your business to outperform, even in uncertain conditions.

1. Align Your Team with Clear Expectations

Tariffs create a ripple effect. Higher input costs may lead to pricing adjustments, longer sales cycles, or tougher negotiations. That’s why your sales team needs absolute clarity on what success looks like.

That includes:

• KPIs that go beyond top-line revenue—such as margin protection, pipeline velocity, and conversion rates.

• Defined ICPs (Ideal Customer Profiles), so reps are targeting the right buyers in the right verticals.

• Talking points and training on how to handle pricing objections tied to cost fluctuations.

When your team understands why things are shifting and how to respond, they stay focused, not reactive.

2. Build a Repeatable, Adaptable Sales Process

A strong sales process isn’t about rigid scripts. It’s about creating repeatable steps that deliver consistent results—even when the market moves.

That means having structure around:

• Lead generation and qualification

• Discovery that uncovers urgency and economic pressure points

• Objection handling (especially around pricing and timing)

• Follow-ups and deal progression tactics

When tariffs and policy shifts impact buyer behavior, your reps need a system that helps them pivot—not guess.

3. Review, Coach, and Adjust Frequently

Execution only improves when it’s measured. The most resilient teams don’t wait for quarterly results—they’re looking at the numbers every week.

Effective teams:

• Conduct regular pipeline reviews to identify risks early

• Use performance data to coach reps in real time

• Make proactive adjustments when metrics show slowing activity or lower close rates

Tariffs may be unpredictable. Your process shouldn’t be.

Conclusion

You can’t control policy—but you can control how your team responds to it. In today’s environment, sales execution is your most powerful growth lever.

At The Gansman Group, we help businesses implement execution systems that drive results—regardless of what the market throws their way.

If you're preparing for change, or simply ready to sharpen your team’s focus, let's connect. It’s time to build a revenue engine that performs in any market condition.

Are you ready?

My best,

Michael Gansman

https://www.thegansmangroup.com/contact