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JANUARY/FEBRUARY 2009
FEATURESTORY
Whether you call it an economic crisis, a downturn, a credit crunch, or any of the other "hard times" terms the media has used interchangeably since before last summer, sales managers across a wide swath of business-to-business industries agree on one thing: It's been a pain in the ass to sell stuff lately...
Conventional wisdom advises caution and control in this sort of economic climate - review your costs, tighten your approval criteria, narrow the business scope, and make sure everyone in the organization is as fully busy as possible. We offer these four steps to help your sales team become more spontaneous, innovative and reflexive...
The two most important words for management by example during tough times are communication and recognition. Managers need to be seen, be heard and be humble, and leaders must be careful not to mistake communication for constantly talking. Often, a leader's most important contribution is simply being present...
3 Driving Principles for Selling in a Recession
In this selling environment, it's easy to lose focus on target customers, marketplace trends and what differentiates your offerings from those of your competitors. There are three driving principles that should guide the salesperson's behavior in a recession, says Ted Higgins, vice president of The Forum Corp...
PUBLISHER'SNOTE
We’re not TIME magazine here **
Wit and wisdom from our Publisher, Mike Murrell...
SCRATCHPAD
A Downturn Is a Terrible Opportunity to Waste **
Companies still have to buy goods and services no matter what the economy is doing...
Nix the Negativity **
In today’s tense workplace environments it’s important for managers to communicate openly and honestly with employees. That doesn’t mean you allow negativity to creep into every conversation...
5 Steps for Making a Powerful First Impression **
Generating new business is a painful process (even in healthy economies). Here are 5 steps to make the most of initial meetings with prospects...
Friendship and $4 Might Get You a Cup of Coffee **
Plenty of sales managers — and you know who you are — have hired someone away from a competitor because “they had such great relationships with their customers they would bring those customers with them.” In most instances, it doesn’t happen...
Management Lessons From the E.R. **
Does it feel like your business is on life support? Paul S. Auerbach, a clinical professor of surgery at Stanford University Medical Center and a small business investor and consultant, splits his time between advising senior managers in start-up companies and treating patients in the emergency room. Here, he shares lessons he has learned in the emergency room that have proven to be valuable in his role as a business leader...
Addressing the Inspiration Gap **
In a survey of more than 1,500 managers, people were asked what they would most like to see in their leaders. The most popular answer, mentioned by 55 percent of respondents, was
“inspiration.” When asked if they would describe their current leader as “inspiring,” only 11 percent said yes...
XPILLUSTRATED
How Great Sales Managers Recruit and Retain Top Talent (interactive web feature)
Hiring the wrong candidate can cost up to 2˝ times that worker’s salary, yet few organizations have a hiring process in place, and even fewer offer training for managers in what is
arguably the most important task they tackle: intelligent hiring...
SALESMANAGEMENTU
Sales Manager: Job Title or Specialized Skill?
One of the most critical decisions a company makes is hiring the right sales manager. When hiring a sales manager, many executives make the common
mistake of restricting their search to those with industry experience. Sales managers do the same thing when filling middle management or regional sales manager positions. They feel that a sales
manager must come from within the industry in order to be successful. Hogwash!...
INCENTIVEPRODUCTS
Product Review: Shipshape Sales Incentives
(831KB PDF document. Requires free Adobe Reader)
Whether your top sales producers rev up their weekends participating in a favorite activity or relax and watch the home team with friends, these incentives are a sure way to drive performance...
Incentive Alley
(1.2MB PDF document. Requires free Adobe Reader)
Take advantage of these exclusive offers to SalesForceXP readers on merchandise, gift card and travel incentives from our advertisers...
COACHES'CORNER
Is Your Customer Base at Risk? How to protect your existing business in tough times **
In challenging economic times, your key customers may be far more vulnerable to lower-priced offers and discounting than they were when times were good. Regardless of how long you
have done business together, it’s critical to understand and protect your relationship with your best customers...
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