The recession presents sales leadership with a critical challenge: driving sales growth in the face of collapsing demand and enormous expense-control pressure. How should sales management respond? In this webinar, Watson Wyatt Worldwide’s Kathy Ledford provides useful frameworks and decision models for thinking through the following questions:
- Should sales headcount be reduced
- Should management’s expectations for performance change given the tough economic environment
- Where should management focus effort to realize productivity gains?
- How does management respond to calls for expense reduction, without undermining the organization’s growth capacity