In my conversations with salespeople about sales call numbers, one common point is the need for more selling time.  For newer salespeople breaking into the profession, simply getting enough sales calls to build a territory can be challenging.   For the more experienced seller, not generating enough calls is less of a career shortcoming and more of a frustration.  They have mastered the products and technologies sold by their company and now feel their growth is limited by the natural time constraints of reaching customers.   For top-tier sellers, creating more sales time becomes an instrument to increase their dominance at major customers.  They plan to develop relationships with the dozens of potential buying influences at the account, but somehow find themselves constantly busy with existing contacts.  Try as they may, they are limited by their inability to carve out the time for what Stephen Covey calls “activities that are important but not ur...

So, you just got RIFFED—a Reduction In Force, aka a re- organization. You feel gobsmacked, mad, sad, rejected, among other emotions. But, as with other potholes in the road of life, you must keep moving forward. After receiving excellent advice in a similar situation, I can confidently share with you the 10-step RIF Survival Road Map. Take a day or two, but no more, to wallow in your emotions. Then, pull yourself together, and chart your path forward. As you do, remind yourself that none of this is personal. All good CEOs must make tough decisions, and that can involve cost-cutting. Appreciate what you learned, and the people you met, and focus on the positive. Set yourself up for success, personally and professionally. If you need to cut costs at home, do so. Put that wine club on hold, review your subscriptions, and cut out some of those non-essentials. While you WILL find another job, there is no sense in digging a hole and deciding on a new opportunity out of desperation. If you ne...