Sunday 20 October 2013

Your Client Base

Running with you the Sales Rep.

So HOW great is your client base, how do you analyse it,
-Sales volumes?
- Profitability?
The trick is to view your base, based on Quality,

Quality of relationship, You will always have 3 types of client,
-those you want to deal with,
-those you do not want to deal with, but have to due to the level of business they give you,
-those you want to deal with, but who do not want to deal with you.
The second one above is the pain in the butt clients, your ROE is below benchmark.

The next trick is in the Quality of your prospecting, if you prospect for those clients who seem to fit your values and your company's culture your ROE ( return on effort), will be at a higher level,
makes sense!
Most reps just want to take on any type of client, "I need the business, I need the volume, to me it is bull sh-one-t.
INTERESTING
Till next time go sell your way to Success.