6 steps to turning around sales

A client recently engaged me to turn around his company in an interim leadership role.

We focused first on sales, because they had some very serious — and very common — problems:

• A multi-year period of great sales growth was followed by a prolonged period of flat or shrinking sales.
• All attempts to turn around sales failed. Marketing gurus and sales people were hired, fired, and replaced, but nothing changed. Sales kept dropping, margins kept shrinking, and working hours for the CEO kept increasing.

If the situation sounds familiar, take heart; you’re in the majority of small business owners. The solution is simple, but not easy — and sometimes painful. If you’re looking to turn around your sales, here are the things to keep in mind:

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