Many Managers I work with seem to be asking themselves, "Does the bad economy equal poor sales?" Some managers report that their reps are telling them, "The prospect has no budget" or "We can't close as many sales due to the economic standstill."

In 1986 Jan Carlzon, the former president of Scandinavian Airlines wrote a book, Moments of Truth. In his book, Carlzon defines the moment of truth in business as this:

“Anytime a customer comes into contact with any aspect of a business, however remote, is an opportunity to form an impression.”

Sales Compensation: Largest cost to your P&L statement. Sales force costs range about 25 – 35% of the gross profit. Is your sales force productive?