-
November 6, 2009
November 6, 2009
Have an opinion? Add your comment below. -
A very respected, longtime Director of Sales in a major market who taught me more than he'll forget would often remind the sales staff there are two kinds of business. "Make-It-Happen" and "Watch-it-Happen."
I referenced it in yesterday's column about breaking the mold.
C'mon, you know this is true. You still have some of those AEs who watch it happen.
They have solid relationships. They get availed. They don't usually get zipped on business. Good for you, and them ... they have good relationships, but are they being maximized? That's the make-it-happen part.
Pull out your top-50 accounts and have a serious discussion with your sales manager, classifying those that you think are Watch-It or Make-It-Happen. Where is your share of that business? When's the last time YOU went to see that account you are now claiming to be Watch-It-Happen? Cuz, your hands are dirty too, pal. When was the last time you took them a fresh idea? When did you last give them reason to spend a little more with you? Really? Hey, it just might mean going from 5th on their business to 4th. Do that with 10 accounts and you do the math. It makes up for some attrition.
Watch-it-happen and you can watch it go away. Then all of a sudden you're scrambling.
Get ahead of it. And MAKE IT HAPPEN!
Part 2 of Make It Happen comes next week. Have a good weekend.
-
-