Staying Afloat

There’s no doubt that small businesses are feeling the recession pinch. Fortunately, with these clever business moves, you can survive the economic downturn.
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Create a Sales Playbook

When it comes to bolstering results from your sales force, try developing a good sales playbook. The idea is to offer specific strategies and tactics that can steer your sales staff in the right direction—and require less handholding. “The primary goal of a successful sales playbook is to align a salesperson’s understanding of his or her products and services with the needs and requirements of the market,” says Michael Krigsman, co-founder, president and CEO of Cambridge Publications, a documentation and training services company.

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