Here’s a recent rant by Tom Peters.
“Instant, mindless cutting of … training or sales force travel in the face of a downturn is often counterproductive – or, rather, downright stupid. Tough times are golden opportunities to get the drop on those who respond to bad news by panicky across-the-board slash and burn tactics that de-motivate and alienate the workforce at exactly the wrong moment.” –Tom Peters
Tom nails it. In the last few months, I’ve witnessed panic-attacks on the part of Sales Leaders. They’ve shut down interviewing. They’ve shut down incentive programs. They’ve bought into the hype around the slowdown and they’ve become paralyzed.
Your People Need Training Now More Than Ever
Don’t do that. The world keeps moving. Your people need to be the best developed sales team on the street in order to compete today–and in 2009. Your people need to know how to handle things today they couldn’t have dreamed of two years ago.
TIP: Ask your team what is “one thing” they want to accomplish next year. Then create curriculum that helps each of them do that one thing. It’s not brain surgery (It’s better).
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