OK, OK… No organization is likely to fire all its sales reps any time soon. It is, however, a notion that demands serious thought. What if you had to – due to circumstances beyond your control – make a rapid, massive cut in your sales head count?
Ask the Scooter Store. A long-time high flyer that got hammered by cutbacks in Medicare reimbursements to its customers. Ask any company where Medicare reimbursements cover a significant portion of its price tag. Sales execs in that particular boat are faced with making just such massive cuts. And as you’d expect, total revenue expectations stayed exactly the same.
Can’t happen in your industry? Do you seriously believe that?
As scary as it sounds, the need to maintain sales growth with drastically fewer sales resources is something we all need to recognize as a serious possibility. So what do we do? I certainly don’t claim to have all the answers, but I do know we need to figure it out. We need to figure out how to drive truly colossal increases in sales productivity.
I’ve got a few thoughts… The e-Rep concept for example. It IS a great idea, but implementation has been painfully slow. Virtual Trade Shows is another. More to come on that notion. In any case, today I put on my Man of La Mancha hat and embark on a quest to figure it all out.
Titling at windmills? Perhaps… But off I go! Any suggestions?