A Sea of Change

In the wake of the worst recession in decades, sales managers are struggling to do more with less. Studies show that the average tenure of a sales rep is 24 months; staff sizes are reduced, customers are either going out of business or reorganizing, and purchasing managers are disappearing altogether. There’s no doubt that we’re in the middle of a major transformation, and only those who adapt quickly will survive and thrive. Read on for tips on how you can gracefully ride the wave of change.