Read McKinsey's recent article, The downturn's new rules for marketers (registration required).
I was pleasantly surprised to see some sound advice about sales organization function and structure in the article. The real meat for those of us on the sales side is near the end of the piece, beginning with, "Reprioritizing sales function."
There is no shortage of advice about selling during this recession floating around the Internet these days. What ESR's clients are more interested in is not quick sales tips, but alternatives for territory coverage, resourcing, sales organization structure, and value proposition relevancy.
What concerns me is that many sales leaders in trouble will jump at any idea. Some of those I speak with are doing exactly that. The McKinsey article will hopefully convince you to assess your situation carefully first. A strategy that can help one company reduce a projected revenue shortfall by 10 or 15% may make things considerably worse for another.
Your sales people need direction, motivation and firm leadership (among other things). There couldn't be a worse time than now for the ready, fire, aim approach.
Graphic credit: © Adrian Hillman - Fotolia.com
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