Many industries have had to downsize sales forces. There are several reasons for recent sales force job cuts:
Summary.
Companies often have to downsize their sales force as markets weaken, channels shift, or customer behavior evolves. Many companies make mistakes when doing this. They fail to recognize the impact the move will have on revenue; they conduct several waves of cuts, instead of just one; they downsize without a strategy for how the remaining sales force will adapt; they allow reps to become distracted and lose focus on customers; and they fail to sufficiently invest in remaining reps. To succeed, companies must avoid these mistakes.
New!
HBR Learning
Marketing Essentials Course
Accelerate your career with Harvard ManageMentor®. HBR Learning’s online leadership training helps you hone your skills with courses like Marketing Essentials. Earn badges to share on LinkedIn and your resume. Access more than 40 courses trusted by Fortune 500 companies.
Learn how to communicate with your customers—strategically.
Learn More & See All Courses
New!
HBR Learning
Marketing Essentials Course
Accelerate your career with Harvard ManageMentor®. HBR Learning’s online leadership training helps you hone your skills with courses like Marketing Essentials. Earn badges to share on LinkedIn and your resume. Access more than 40 courses trusted by Fortune 500 companies.
Learn how to communicate with your customers—strategically.