You Can’t Cut Your Way to a Funnel

Here is a link to today’s Harvard Business Review “Daily Stat.”  Interesting research numbers on firms and their behavior during the recession.     HBR says “Sales reps get hit with double whammy…”   The gist: 67%. That’s how many companies froze or reduced lead-generation budgets for sales reps last year, at a time when salespeople needed help the most, according to CSO Insights’ survey of more than 2,800 companies worldwide. The percentage of reps making quota in 2009 dropped to 51.8% from 58.8% a year earlier, the survey shows.