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In seminars, we challenge our clients to look at A, B, and C customers. How do you define an ìAî customer? Is this the customer who bought the most from you last year? What makes you think that this customer is an ìAî for this year?
Given the example of a computer salesperson who secures a 1million dollar sale to a school district. After all, they needed computers and the salesperson sold them. The school district also needed a service contract worth another 300k. The total sale for í04 was 1.3 million. This is an ìAî account.
Now, itís the new fiscal year. The salesperson considers this customer an ìAî account, then plans the time in his calendar to work this account, and is sorely disappointed because, this is a 100k service accountónot a priority account at all. In fact, this customer wonít be eligible as an A account for another 2 years after the existing contract is up. This looks like a B or C account to me.
What about you? Are you thinking past or future? Companies base goals on projected revenuesónot past sales. That money has been spent. So take a look at your A, B, and C accounts. Youíll probably find that some of your Bís are your best Aís for the upcoming sales year. That some of youíre Aís are now Císódue to buying patterns. Oh, and your Cís can translate into Bís and even Aís. Take a look at your business and make these forecasting determinations. (We even have a program on this.)
Once you do that, you can strategically plan where you are going to invest your time. Turning your time into dollars! (c) Renee Walkup, SalesPEAK, 678 587-9911 www.salespeak.com |
