Have you made these or similar changes in your sales management? The norm isn’t anymore. Accepting that fact is paramount to moving forward. Good read sales managment small business.
Excerpt: It’s time to forget everything you thought you knew about sales, because the down economy is challenging traditional rules. At our company, we’ve grown through the recession by relying on four counterintuitive sales tactics: We’ve avoiding hiring hotshot sales stars. We’ve eliminated the prizes and incentives most companies use to motivate sales teams. We’ve invested more money in customer support. And we’ve refused to offer big discounts to drive sales.
Does this sound like insanity? Maybe, but it’s worked for us. And our philosophy actually meshes nicely with advice that consultants Mathew Dixon and Brent Adamson offered in the pages of HBR last fall.