Episode 18 Does the Quality or Quantity of accounts you manage make you more money?

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using 3 words!

This Episode helps you discover whether the Quality or the Number of accounts you manage make you more money.

There is a famous saying:  Time is Money! 

 

A great analogy is when we go on vacation or call on new clients. We use some type of GPS tools like Google, Waze or GPS to get there. We use them because it provides us with a step-by-step guide to get us from point A to point B more efficiently. By focusing on your ultimate goal and creating a step-by-step guide on how to get there, you will stay on the road to your ultimate destination (sales success!), and you will be less likely to end up lost in a part of town you don’t want to be or wasting time.

 

Where do you spend your time, your thoughts and actions? We’ve all heard the saying “You get what you focus on.” Do you have a clear focus and road map you need to exceed your goals?  Are you using your CRM program to help you stay focused on your best clients?  Your ability to focus sets the stage for where you will put your energy. Focus is a philosophy, not a resource.
 
Focus on the following three areas:

 

1)          Key accounts - accounts that generate the most revenue for you.
2)          Secondary accounts - accounts that can invest more.
3)          Targets—not currently spending but have the potential to do business with   you.

 

 Implement an eight attempt strategy over a two week period which includes a phone call, email, LinkedIn, referrals, sending case studies of successes to find a way to get in front of these new prospects. If after the two weeks you are not successful then we move on from that target.  Spend more time with your key and secondary accounts where most of your revenue will be generated. You will be more focused and have more mental energy each day.  Take control of your business!

 

Its time to get focused on the quality of customers you choose to do business with not the quantity!