8 October 2001

Reducing Staff the Right Way

Smart strategies for approaching a manager's toughest challenge: choosing who stays, and who goes

by Benson Smith and Tony Rutigliano
Authors of Discover Your Sales Strengths (Warner Books, 2003)
As the economy slows, managers may be forced to reduce their sales forces dramatically. When done right, downsizing can have a positive effect on sales productivity and growth. But when done poorly, it can result in prolonged and sustained damage to your sales organization. Here are smart strategies for approaching a manager's toughest challenge: choosing who stays, and who goes.
Tony Rutigliano, a Strategic Consultant with Gallup, is coauthor of Discover Your Sales Strengths (Warner Books, 2003).
Learn More >>
Benson Smith is coauthor of Discover Your Sales Strengths (Warner Books, 2003).
The content you are attempting to access is for subscribers to the Gallup Management Journal. You can subscribe by choosing the GMJ as one of your subscription selections under My Account. If you are already a subscriber, please log in.
Login
Subscribe
Subscribe To GMJ
See Also

Great Manager Program

The Great Manager Program is one of Gallup University's most popular programs, attended by thousands of managers and executives from the world's most prestigious companies.

Managers gain a greater understanding of self and their management style. They discover the employee-engaging concepts, strategies, and tools that assist them in unleashing the human potential within their organizations.

For more information about the Great Manager Program, contact Gallup University Enrollment and Admissions at 800.720.1640.

Copyright © 2008 Gallup, Inc. All rights reserved.
Gallup®, A8™, Business Impact Analysis™, CE11®, Clifton StrengthsFinder®, the 34 Clifton StrengthsFinder theme names, Customer Engagement Index™, Drop Club®, Emotional Economy™, Employee Engagement Index™, Employee Outlook Index™, Follow This Path™, Gallup Brain®, Gallup Consulting®, Gallup Management Journal®, GMJ®, Gallup Press®, Gallup Publishing™, Gallup Tuesday Briefing®, Gallup University®, HumanSigma®, I10™, L3™, PrincipalInsight™, Q12®, SE25™, SF34®, SRI®, Strengths Spotlight™, Strengths-Based Selling™, StrengthsCoach™, StrengthsFinder®, StrengthsQuest™, TeacherInsight™, The Gallup Path®, and The Gallup Poll® are trademarks of Gallup, Inc. All other trademarks are the property of their respective owners. These materials are provided for noncommercial, personal use only. Reproduction prohibited without the express permission of Gallup, Inc.