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Toughen the Sales Force

In: Beating Inflation

Author

Listed:
  • Hermann Simon

    (Simon-Kucher & Partners)

  • Adam Echter

    (Simon-Kucher & Partners)

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.

Suggested Citation

  • Hermann Simon & Adam Echter, 2023. "Toughen the Sales Force," Springer Books, in: Beating Inflation, chapter 12, pages 99-108, Springer.
    • Handle: RePEc:spr:sprchp:978-3-031-20093-9_12
    DOI: 10.1007/978-3-031-20093-9_12
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