06 February 2007

Modifying sales activity

Phil and I sat down yesterday to review what we had been doing for one of our clients. How we had shared the activities; what had worked; what we might do differently. It also gave us a short term plan to share with our client.

It's important to have this kind of review meeting periodically. It gives you an opportunity to stand back from the day-to-day activity and take a more critical look to see whether your investment in individual activities is paying off. In sales it is important to focus on activities that take you forward in your pipeline. The moment that you undertake activity for activities' sake, you are probably wasting your time.

It was a useful session and both of us got a lot out of it. The frequency of account reviews depends to an extent on the nature of the account and the amount of effort that you are putting into it - the higher the investment - the more frequent the reviews. As a minimum, all live accounts should be reviewed once per year. A large account with many contact points might require a review every 6 weeks.

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