Springing Forward

by Paula Santonocito

With negative news owning the headlines these days, it's more than a little refreshing when positive signs sprout up. Face it, after this long and dismal economic winter, any possibility of new growth seems long overdue.

And there are small indications of a shift in seasons.

Last week, for example, global consulting firm Watson Wyatt released results of a survey conducted in February, which shows fewer companies plan to reduce sales staff.

The press release announcing the survey results quotes John Bremen, global director of sales effectiveness and compensation consulting at Watson Wyatt, who says, "In preparation for the economy's eventual recovery, companies are winding down their short-term cost control initiatives. Instead, they are beginning to focus on sales productivity and growth."

Focusing on sales productivity and growth. Yep. That's certainly better than hunkering down and hoping to survive.