At one declining business with which I worked, a sales manager reasonably saw his job as “managing the decline.” After all, the market was declining, so his sales should correlate. And sales did indeed decline, tracking the market decline.
But this manager’s successor had a different idea; he decided sales would increase by capturing more market share. He had the bold vision, behavior and the specific implementation tactics to make it happen. In a market declining 5 to 7% a year, sales increased by 5%+ two years in a row. While it always helps to be lucky, this sales manager also enabled his luck by “climbing the ladder” to achieve phase four sales management.
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The 7AM Class – what were they thinking?