A sad by-product of any recession is the painful process of having to let people go. This should always combine the realities of the company’s performance with an assessment of an individual’s contribution. You should also consider going through exactly the same process with your customers.

Inexperienced or poorly managed salespeople tend to go after any piece of new business. However, the cost of the sale alone can render this business uneconomic. In a difficult market, it is much better to focus on generating extra revenue from your existing customers, ensuring that you focus your best efforts on the most profitable accounts.