A number of experts including, Jill Konrath, Leslie Buterin, Joanne Black, Andy Miller, Danita Bye, Glen Ebersole, Bill Guertin, Alan Rigg, Gregory Stebbins, Jonathan Farrington, and I helped Lee Salz complete his article, Sales Management Speaks Out on Sales Focus Strategy.
All of the comments are good. Some are self-promotional (can you believe it?) But most of all, there will be at least one or two ideas or concepts that you can immediately adapt, use and apply today. Read the comments here.
Here are my thoughts of the day: This economic climate isn't impossible, it's just not easy. The state of the economy isn't scary, it's just not certain. The conditions for generating revenue aren't dire, they're just such that you can't take orders the way you used to. The ability to earn a profit hasn't disappeared, you'll just have to work at it instead of seeing it grow on your bank statement.
Harder work, smarter decisions, more effective strategy and a tremendous amount of training, coaching, motivation and accountability will get it done.
And don't forget this. Those salespeople who aren't getting it done? Forget about whether they were able to get it done in the good times. If you're not willing to invest the time and money to assess and then train and coach them, replace them now. There has never been a time when more good salespeople were available than right now! Just do it the right way, not the old, comfortable way. Not sure what the right way is or whether you can do it effectively? Ask for help.