Today’s New York Times opinion page contains an op-ed from Mitt Romney entitled “Let Detroit Go Bankrupt.”
I’m not a big Mitt Romney fan. Like most politicians, he seems to pander to what he thinks will get him elected. Even so, today he gave some excellent advice to CEOs struggling with hard times:
Starving research and development is like eating the seed corn [but] just as important to the future of American carmakers is the sales force. When sales are down, you don’t want to lose the only people who can get them to grow. So don’t fire the best dealers, and don’t crush them with new financial or performance demands they can’t meet.
Well, well, well… Nice to hear a (former) CEO admit that the sales force is as important as the R&D group, and that both are more important than other corporate organizations, like HR, marketing, and the executive team. Unusually clear-headed thinking, in my view.
You’d be surprised at how many companies decide to cut the sales staff when times get hard. It’s an insanity that only make sense when you realize that many of the people who “run” corporations have lost the basic understanding that without the sales team, you don’t have a business.







