Quick Solutions for Sales and the Salesforce

Hermann Simon ()
Additional contact information
Hermann Simon: Simon-Kucher & Partners

Chapter Chapter 5 in Beat the Crisis: 33 Quick Solutions for Your Company, 2010, pp 67-82 from Springer

Abstract: Abstract During a sales and revenue crisis, selling becomes the limiting factor to a company’s further growth – or even its survival. Justus von Liebig’s “law of the minimum” states that plant growth is controlled by the scarcest resource. Only by increasing the amount of the limiting nutrient can the plant thrive.1 This principle was later applied to management theory.2 According to this concept, managers should focus on the limiting factor, which in the current crisis is sales, in order to widen the “bottleneck.” To improve sales performance, both efficiency (the relation between input and output) and effectiveness (output) must be taken into consideration.

Keywords: Current Crisis; Sales Level; Customer Segment; Sales Performance; Customer Contact (search for similar items in EconPapers)
Date: 2010
References: Add references at CitEc
Citations:

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-1-4419-0823-0_5

Ordering information: This item can be ordered from
http://www.springer.com/9781441908230

DOI: 10.1007/978-1-4419-0823-0_5

Access Statistics for this chapter

More chapters in Springer Books from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().