Toughen the Sales Force

Hermann Simon and Adam Echter
Additional contact information
Hermann Simon: Simon-Kucher & Partners
Adam Echter: Simon-Kucher & Partners

Chapter 12 in Beating Inflation, 2023, pp 99-108 from Springer

Abstract: Abstract Inflation has serious implications for the role of the sales force. The sales force plays a central role in beating inflation because the implementation of price increases depends on its commitment and performance. The CEO must play an active role in toughening the sales force during inflation. Sales executives and employees do not have experience with high inflation rates. A culture change must be brought about through training and mental toughening and in many cases members of the sales organization will need to be upgraded. Seller incentives will need to be revisited with increased scrutiny and compensation metrics will tilt toward profitability and cash management rather than unchecked revenue growth. Inflation will motivate companies to fire unprofitable customers, this implies potential conflicts with sales. Leadership must manage the process of separating from unprofitable customers while retaining profitable buyers.

Date: 2023
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:978-3-031-20093-9_12

Ordering information: This item can be ordered from
http://www.springer.com/9783031200939

DOI: 10.1007/978-3-031-20093-9_12

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 ().