BNET Insight

Sales Machine

A, Always. B, Be. C, Closing.

Romney: "Don't Fire the Sales Force!"

November 19th, 2008 @ 10:41 am

5 Comments

Categories: Management, Personalities, Rant, Sales Tips, Watercooler

Tags: Sales Force, Sales Strategy, Sales Force Management, Sales, Geoffrey James

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.

This Blog's Best Post: The Ultimate Cold Calling Tool

 
Reply to Story

BNET TalkbackShare your ideas and expertise on this topic

Subscribe to this discussion via Email or RSS

  •  
    1

    upshift

    11/20/08 | Report as spam

    RE: Romney: "Don't Fire the Sales Force!"

    Hard to disagree.

    However can the big 3 deliver what the consumer
    actually wants?

  •  
    2

    Canti99

    11/20/08 | Report as spam

    RE: Romney:

    Of course the big three have the ability to deliver goods that are desirable, does anyone remember how GM took the industry to the next level when it designed and developed the 1955 small block chevy? yes, before my time, nonetheless they did it with the desire to be the best. They already build the best trucks in the world (except for lack of focus on diesels for all of the lineup).

    I have never met an engineer that didn't say he (or she) could build it, its a matter of "if they'll build it". Let them hit chapter 11, and get them to start innovating (like they did way back when they were hungry) and get off the fence and build the best there is!

    Get back to basics, what is it that you want? and how are you going to get there?

    Lazy CEO's crying because their SUV's are clumsy behemouths that used to make major dollars for them. let the cycle run its course and get busy restructuring, we smaller business have to do it.

    Business 101 all over again.

  •  
    3

    bjwtaylor

    11/20/08 | Report as spam

    RE: Romney:

    No bailouts for these lazy behemoths. Let them make their own way. If they are bailed out, they have little incentive to improve.

    Daimler bailed Chrysler out, remember, and here they are at the trough with the other 2, German owner or not. Salvation didn't come with a new infusion of cash or with german ownership. It will only come with serious revision of the way they plan their car and manage their money.

    A company can cut it or not. Why should the taxpayer pay billions to simple delay the inevitable? Someone who can cut it will step into their place if they fail, whether new versions of themselves or new investors. The American market is just too big not to support car manufacturers, whoever they may be.

  •  
    4

    Geoffrey James, Sales Machine

    11/20/08 | Report as spam

    RE: Romney:

    What slayed me is that the CEOs came to D.C. in private jets. If there was any single action that showed how far their heads are inserted where the sun don't shine, that was it. CEO stupidity. It's apparently as inevitable as death and taxes.

  •  
    5

    bajohnson111

    12/01/08 | Report as spam

    RE: Romney:

    Good stuff. Seth Godin also advocates letting the automakers enter bankruptcy, but with the hope that they go away and are replaced by hundreds of new car companies. What does everyone think of that?

    BTW, Romney seems to have a higher opinion of marketing than you do ("New faces should be recruited from unrelated industries ??? from companies widely respected for excellence in marketing, innovation, creativity and labor relations."

Please add your comment:

  1. You are currently: a Guest |
  2.  

Basic HTML tags that work in comments are: bold (<b></b>), italic (<i></i>), underline (<u></u>), and hyperlink (<a href></a)

advertisement

Blogger Profiles

  • Blogger Thumbnail Geoffrey James Geoffrey James has sold and written hundreds of features, articles and columns for national publications including Wired, Men's Health, Business 2.0, SellingPower, Brand World, Computer Gaming World, CIO, The New York Times and (of course) BNET. He is the author of seven books, including Business Wisdom of the Electronic Elite (translated into seven languages and selected by four book clubs), and The Tao of Programming (widely quoted on the Web as a "canonical book of... more »

advertisement
  • Click Here
  • Click Here
  • Click Here
advertisement