It is common fact that when the economy slows down, and company revenues drop in some proportion that most companies pull back on resources, cut spending, headcount, curtail travel, reduce project funding, freeze the hiring process or scrutinize the hiring process that draws it to a standstill. Human Resources is the gatekeeper of the hiring process and in some or most cases takes the brunt of the criticism for stalling the flow of applicants and offers.
In one particular case it is important to keep the hiring process in full force and that is in sales. If there is one sure way to demotivate this revenue generating group it is to (1) freeze hiring, and (2) reduce headcount hoping and expecting that this reduced headcount will sell more by working harder. NO, it is a sure way to see revenue fly out the window with a demotivated group. Keep them incented with perks, spiffs, and any other acknowledgement of success they have that keeps this "engine that can" going.
Having seen this over my many years in business I have learned that you continue the hiring process for sales and that will help minimize the economic effect recessions have on business.
Tell me what your thoughts are on this important topic.
1 comment:
We tend to take out costs to help the bottom line but miss the key point to grow the top. Sales drives revenue so we should continue to hire the best and brightest during a downturn in the ecomony.
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