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Growing Your Sales Capacity July 29, 2009

Posted by David Dirks in business strategy, Sales Strategy/Tactics, Sales Tactics, Solving Business Problems.
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David DirksGrow your sales efforts in tough economic times, don’t shrink them like everybody else does.  On the surface, it seems to make sense that when business slows down, we let some of our sales staff go.  Now maybe you let the bottom feeders of your team go, which is a good thing.  I might point out that showing the bottom feeders (in terms of sales performance) the door is something that should be done on a regular basis, not just when ‘hard times’ fall on a business.

When it gets down to letting good or better than average sales performers go, that’s when we shoot ourselves right in the foot.  Short term gain for long term pain.  When most of your competition (except the smart ones) is shrinking their capacity to generate revenue by cutting sales expenses down to the people, we should go on the offense.   Reducing your capacity to generate sales revenues is a vicious cycle.  Once you do that, then you really have reduced your ability to generate revenue.  Sure, you cut short term expenses at the cost of long term growth.

Instead, look to hire the best available sales talent you can, give them the resources they need to produce and turn them loose.

Now, there are some who will say that what I’m saying is too simplistic.  That’s a cop out.  It takes vision, leadership, and some hard work to expand your sales capacity when every bone in your body is telling you to shrink it in order to ‘save the business’.

Sometimes you just have to go the other way and avoid the herd mentality.



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