We constantly impress the benefits of the right account base for the Salespeople of our sales training partners in Edmonton, Calgary, Vancouver and Victoria. While many Salespeople are eager to land big accounts with high annual investments, we have all had the experience of seeing some of these clients cancel, leaving massive amounts of attrition in their wake. Here’s how smart Salespeople structure their account base to ensure they’re in the best position at all times.
Many Salespeople have started their careers with a small or even non-existent account base. Perhaps that’s your current situation. I’ve always advised every Salesperson I’ve worked with to capture that moment and never forget what it’s like to start from scratch. Building your client base from the ground up is one of the most rewarding, gut wrenching experiences you will ever have in your sales career. If you’ve ever done this, you know exactly what I’m referring to. It’s like building a house one stage at a time. It takes persistence, strong will and hard work.
If you are interested in learning new sales techniques, please feel free to check out our online program The Sales Skills Incubator or our book SHUT UP! Stop Talking and Start Making Money. If you’re a Sales Manager wanting to invest in your team, contact us for fully customized training and coaching.
Dave Warawa – PROSALESGUY