Economic recovery: Growing revenue and share during a recovering, yet volatile economy

This week I am speaking, on the above title to a group of NSI partners in Redmond, these tend to be the larger sized Microsoft partners. However, the content or my message will be consistent for any size partner organization.  About 18 months ago, as we were helping our clients create their 2009 budgets we asked them to create their revenue and expense Performa's and then reduce projected sales by 25% and then redo their Performa's again. This exercise was designed to help our clients gain a perspective of   what changes or cost reductions they might need to make if expectations were not met.  This helped everyone manage their business well during the past year. 2010 will be a different year.

A recent USA Today headline got it right for 2010= Key to this earnings season:" Sales": Investors want to see profit growth that's not from cost cuts USA Today January 12^th, 2010.

This clearly states the objective for 2010, be aggressive and focus on earning market share and building your customer base. Specifically my message will be around creating a culture of success, "Brilliant Execution" at all levels of the organization and focus on being aggressive in sales and marketing.   I will also recommend the focus on the little things; putting up signage on positive messages, celebrating wins, and positive reinforcement every day.  Why is this important?  Sales teams are mentally tired, support/technical people are stressed and as the business climate improves, retention and development will be important. People may consider other organizations where the internal climate maybe considered more employee friendly.

The other reason sales leaders must be more aggressive is many of your competitors are still "sitting back" waiting for the economy to bring them out of the sales slump and recession they have experienced.  My recommendation: BE proactive not reactive and take advantage of this opportunity during the lifetime of the opportunity.

Join me Feb 16^th, in Charlotte for the Sales Leadership Summit: Register by Feb 5^th, for savings; http://www.resource-technologies.com/registration/   Move UP and Move Ahead!

Acumen Management Group Ltd. "operationalizes" sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Move up and move ahead!

Acumen Mgmt. provides Keynotes, consulting services and products designed to improve business performance.                           Ken@AcumenMgmt.com

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