Connecting with my network for sales managers a recurring theme transpired. Managers of sales teams all over the country were frustrated with the reaction and response their team members were having to the economic challenges. In almost all cases their salespeople were not making any real changes – participating in new ideas and/or offerings – but were actually “hunkering down” to weather the financial storm. They had offered their groups new types of training as well as new offerings to broaden their appeal and success. Most didn’t take them up on the offer. Why? Maybe they didn’t lead by example?