Positioning for Growth

27 April 2009


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
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