May 2020
Article
Top Sales Magazine

Sales Leadership During and After the Crisis

Format:Print

Abstract

Because customer acquisition and retention are the lifeblood of a for-profit enterprise, sales activities establish foundational conditions for a business. In turn, sales managers’ responsibilities in a crisis extend beyond keeping the lights on. Their leadership makes a difference across the business because, for better or worse, selling always affects core drivers like cash flow, cross-functional asset allocations in response to closed sales, and post-sale services, among others. This article discusses three areas where sales managers typically have the most influence in affecting how their companies navigate the current crisis.