Grow Sales By Investing In The Right Clients

If you are a sales person realizing that your customer relationships are hurting, rather than helping your sales, here’s how you can take action.

The first step is that you are recognizing that your relationships are just as likely to be an obstacle as they are an asset. The solution is for you to change. Get some education in how to excel at B2B sales. Start working, right now, to improve your sales competencies. There are better ways to make an appointment, manage a first call, create a customer, expand the business, sell a new product, etc. Take on the mind-set that you will need to forever improve in these basic sales competencies, and start the never-ending process of improving your sales proficiency right now. Look at it as a never ending process, not an event, and start the process as soon as possible.

Then, do a cold-blooded analysis of the profitability and potential of your current relationships, and identify those who are dragging down your productivity. You'll have to say "No” to some low-potential accounts before you have the time to invest more strategically in higher potential accounts.

Create two lists: One list of high-potential accounts in which you want to invest more selling time, and the other list of low-potential relationships that are currently slowing down your progress.

Now, methodically work at those two lists, gradually finding a way to excuse yourself from those low-volume accounts that drain your energy and time, and invest more heavily in those higher-potential accounts.

It won't be easy, and it won't be quick. But, it will help you keep your boat afloat while you gain the potential to take more control of your destiny.

Dave Kahle is one of the world's leading sales authorities. He's written twelve books, presented in 47 states and eleven countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations. Sign up for his free weekly Ezine, His book, How to Sell Anything to Anyone Anytime, has been recognized by three international entities as "one of the five best English language business books.” Check out his latest book, The Heart of a Christian Sales Person.” All information can be found at www.davekahle.com.