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Every now and then I encounter a leader faced with complex business problems that thinks cutting corners on expenses will pave the way to prosperity.  I scratch my head and wonder why leaders spend so much time creating and enforcing policies to cut spending while they totally ignore elements that could significantly improve performance.

Simply put, some leaders squeeze to save pennies and nickels when they could improve productivity by quarters and dollars.  Here are 5 ways to improve productivity by quarters and dollars:

1.  Replace all underperforming sellers with talented sellers.

2.  Fill all open sales positions with talented sellers.

3.  Replace all underperforming operations and administrative people with talented people.

4.  Embrace process and purchasing systems that will improve performance.

5.  Stop avoiding the complex business problems facing the organization and invest in innovation.

The best organizations execute the things on this list and make saving pennies and nickels irrelevant.  What does your organization do?

Leave a comment or drop me an email if you would like to continue this conversation. Feel free to share this post with a friend or business associate.

Kurt Sima is VP/Sr. Consultant at the Center for Sales Strategy

kurtsima@csscenter.com 740-405-2960


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