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Cheer Up!

Downturn got your sales team down? Turn their frowns upside down.

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This story appears in the October 2001 issue of Entrepreneur. Subscribe »

Capitalism is a mercurial master of fates-smiling and generous one day, cruel and miserly the next. Many of you, after a rousing ride on the New Economy wave, are now facing hacked budgets, equivocating clients and possum-playing prospects. No wonder your sales force's esprit de corps is looking a tad shabby.

As the economic Geiger counter of an organization, salespeople are first to take the hit when times go from rah-rah to ho-hum, so it's crucial to pay attention to morale when the economy cools.

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