What advice can offer about shrinking a sales force in the midst of a downturn?
The last thing you want to do is to cut the sales force — unless you are in a transformation mode where you are out to sell something different and your sales model is being restructured. Otherwise, if you cut your sales force now, you cut off the oxygen of what will feed you in the future. In Silicon Valley, we focus so much on technology. But it’s not about technology alone; it’s also about letting people use the technology. So to us, the sales force is very critical. Even now, we are hiring and continuing to strengthen our sales force. When you look at all your potential customers, where are your best opportunities these days — and what markets are just plain cold? We’re seeing the wireless-telephone providers spend money. In good times or bad times, alcohol sells, and wireless phone calls sell. We’re also seeing a shift in financial services. Investment banking has faded, and attention has shifted to retail banking. A lot of people have cash sitting on the sidelines, so companies
