YourSalesManagementGuru

Blog archive

Building the Right Culture in Tough Times

Besides this blog and my regular RCP column, I publish a newsletter associated with my company, Acumen Management Group. In my latest newsletter, I mention the concept of creating a continency plan in case you have not built adequate pipelines/sales/marketing strategies to compete in more challenging environments. We recommended a plan if revenues drop 25 percent for what specific actions you might take. It's a good time to rate/rank each employee in each department, etc.

However the most critical aspects from a leadership position are to:

  1. Communicate often. Hold monthly employee meetings, send weekly presidential e-mails that address the rumor mill and provide insights into your thinking, and give some positive news.

  2. Avoid negativity. You need to bring energy to any situation, not drain it. Remember your body language, eye contact, voice and words are being carefully weighed by everyone.

  3. Take the initiative. Look for actions to take that are meaningful and show your focus.

  4. Promote teamwork and collaboration. When departments are combined or when you need two departments to work together more closely (sales/delivery), schedule regular meetings to discuss issues and address inefficiencies.

  5. Confirm all new business priorities and plan to explain/sell them to all employees often.

Have you added this blog to your RSS feed or passed it to a friend? I am looking for ideas that you might want addressed in future articles, blogs or newsletters. Write me or check out my Web site.

Posted by Ken Thoreson on February 13, 2009 at 11:59 AM


Featured

  • Everything Microsoft Announced at Its Surface Event

    Microsoft showed off its updated and expanded line of Surface devices this week, positioning the new Surface Laptop Studio as its flagship Windows 11 laptop.

  • M&A in Microsoft Channel: Progress Acquires Kemp

    Longtime Microsoft partner Progress Software is acquiring another Microsoft partner in Kemp Technologies.

  • The 2021 Microsoft Product Roadmap

    From Windows 10X to the next generation of Microsoft's application server products, here are the product milestones coming down the pipeline in 2021.

  • Microsoft Says System Center 2022 Will Arrive Early Next Year

    Microsoft is planning to release its new System Center product in the first quarter of 2022, with a private preview arriving within months.