Virtually all sales people aren’t totally open with their employer. Some rely on this to protect their job. As a business owner it helps immensely if you conduct behavior and skills assessments on each sales person. These will tell you a great deal about their abilities and links very well to their perceided performance. I will be happy to give you details and contact information so you can conduct these yourself. Please don’t wait until a sales person quits….good or bad ones. Be proactive.

Most CEOs don’t know what they really need to know about why their business is not growing. They run heavily on ‘assumption’ and ‘opinion’. It is a no-brainer to hire a professional to query employees, customers and prospect and get the REAL insights about sales for your company. Would you pay $2,500 to increase your sales by 10%?

These can be hard times, especially for CEO/Business owners but when times get tough, the tough get going. Now is the time to drop your poorest performing sales team members. Bite the bullet and let them go. Odds are in your favor that you will find another, better one quickly.

The US has been through 14 recessions since World War II. Looking back on them there are several important lessons to learn, regarding business sales revenues. Business owners and CEOs should learn that unemployment is a lagging not leading indicator. Look closely at your industry’s revenue numbers. Sometimes the turnaround comes sooner than you think. Proven many times, the companies who are pro-active in a recession reaps much, much more sales when the recession begins to turnaround.

Being pro-active in a recession is hard but how does the old saying go: When the times get tough, the tough get going.