Perhaps the hardest task any management team can undertake is turning around a long successful company that’s declining. There’s simply nothing easy about a turn-around. The process is always disruptive, often painful, and requires setting a plan and sticking with it, even if it takes time to show results. A Change Plan More important, getting it done requires a clear-eyed ability to see the reality of the situation, then assessing what needs to be done. In other words, coming up … [Read more...]
The Power of “The Outbound Call”
In 1979, AT&T promoted its telephone services with their famous “Reach Out and Touch Someone” ad campaign. Today, almost 40 years later, much has changed in the way we use our telephones. But one thing remains the same—reaching out to your sales force members (rather than waiting for them to contact you) is still one of the best ways to build sales force loyalty and assure productivity. Why Not Use Technology? Please note–I’m referring to “real” outbound calls, not robo-calls—a … [Read more...]