Going For It!

With the media blitzing us about the economy and spending time adding to the low morale, I feel we should also spend time talking about the companies who are actually growing with the intent of taking market share.

I had lunch with a vice president of a leading supply chain software company last week, and we were discussing his staffing needs for 2009. His company is adding positions in certain vertical markets that could use some growth. They are also “top grading” talent that is underperforming. Top grading is a term used to replace people with better performing people. This is done to overtake the competition. Like most sales people, he understands that this economic situation will turn and they fully plan to overtake their competition.

We have seen many lesser known companies adding talent with the intention of overtaking their competition. CEO’s openly admitting we are aiming to overtake the market. While others sit with glazed eyes and indecisive attitudes, other companies are taking your clients from you.

When sales are down, it’s time to add to or replace your current sales force. We recently worked with a company that has one inside sales person and delayed hiring a sales person for no apparent reason. Ironically their number one competitor is hiring additional sales talent in the same city with the same objective.

If your product or service has a reasonable ROI, who would not invest immediately? Work out different pricing options or payment schedules but invest in your business now. Companies need to grow even a small amount. Otherwise your competition will be courting your current client base.

This Ronald Reagan quote is uniquely American and appropriate for our world right now.

“I do not believe in a fate that will fall on us no matter what we do. I do believe in a fate that will fall on us if we do nothing. So, with all the creative energy at our command, let us begin an era of national renewal. Let us renew our determination, our courage, and our strength. And let us renew our faith and our hope. We have every right to dream heroic dreams. Those who say that we’re in a time when there are no heroes, they just don’t know where to look.” —Ronald Reagan