Do You Need Faster Feet… Or A New Game Plan?

When sales are down, management often responds by urging the sales force to "move your feet faster." Although the directive might not include those exact words (it could be a demand for more proposals or sales calls or...), the underlying message is the same: "Do even more of what you've been doing." Unfortunately, this attempt to increase sales is usually ineffective at best. Frequently, it just further frustrates an already downtrodden sales force...Download the rest of the article below.