08 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).
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Benson Smith is coauthor of Discover Your Sales Strengths (Warner Books, 2003).
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See also
Discovering the Elements of Great Managing
Discover Your Sales Strengths: How the World's Greatest Salespeople Develop Winning Careers
How Fit Is Your Sales Force?
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