Chapter 1. Going to Market: Leadership and Responsibility
In the last business downturn, to cut costs, companies focused on doing more with less. This challenged sales managers to reduce personnel and increase the productivity of those who remained.
In the latest business upturn, many businesses refocused from cost cutting to growth. This challenged sales managers to increase headcount and goose everyone’s productivity to pay for growth.
In the next business downturn . . . well, you can spot the pattern here. Business cycles do repeat, and each time they do, sales managers are challenged to adapt their organizations without delay. It is a critical point often missed, however, that while the major ups and downs may look similar, the required sales ...
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