Jul 13, 2020 1:00 AM -
We all hear countless foreboding comments regarding today's business environment. "My salespeople are anxious and procrastinating," "they can't get prospects to act," and "the pandemic has shut down business" are thoughts many fellow business owners have recently expressed in my training sessions. When I ask how they are responding to these pronouncements I hear, "we're getting lean," "cutting overhead," "reducing expenses," and "laying-off non-essential staff" to build a war chest. Unfortunately, there are no commitments to act after all the fiscally responsible actions, so "What happens next?"