Making the Right Moves

I spoke with a group of CEO/entrepreneurs today and went around the room and asked each (20), who does the selling for them and how do they sell. On several occasions, I was told that given the more difficult economic environment, they had tasked many different positions with additional sales duties beyond their traditional role. Like drivers, technicians and marketing/account management staff. The results were really being seen and they felt this to be a solid strategy.

When asked if they planned to "revert back" to their prior behaviors when the economy turns more positive, they said "no", that this is something that has ongoing value. So, the question is this, "why do so many people and firms wait to make the right moves when their backs are to the wall by economy?". The route to increasing sales is increasing the quantity and quality of the sales force. And, increasing sales is the most important thing we can do. So, be creative and apply the resources to it