Building Block #1

[PeterMichie]

The first premise or building block on which successful Managing Sales in Tough Times is based is simply that most sales organizations have many areas of ineffectiveness in good times, and thus, by isolating and addressing these areas, I have found that it is possible to obtain significant improvement in sales effectiveness in a very short period of time.

For more details on this, see a brief flash video, Overview of Managing Sales in Tough Times at: http://www.performax.com/SpencerTough/index.html

Whether it is still possible to make your planned Sales Goals is then a function of:
a. Focus and discipline with which these principles are implemented
b. Obviously how suitable are your products & services for their intended markets in tough times.

Peter Michie