As a sales person I’m always waging the classic war against time. Since there are only 24 hours in a day, and I’m only willing to work during my waking hours, I have to be smart about where I allocate that time. This is especially important for those of us who are paid on performance – if where we spend our time doesn’t pay, we don’t get paid.
Sound familiar? In another context we need to look at how we prioritize our account to make sure we’re maximizing our return on our time invested (ROTI)
Take a look at your entire client list and rank them into the following catagories
A - Low maintenance/high revenue (Coddle and protect, leverage for referrals)
B - Low maintenance/low revenue (Grow share)
C - Low or high maintenance/low revenue (low producer) - Dump them or resist any time investment whatsoever
D - High maintenance/high revenue (Selectively dump/recruit layers from leadership)
E - High maintenance/low revenue - Dump them
Don’t forget to assessing “aggravation” factor...is it worth it (think of all the mental and physical energy exerted, how can you better spend that time) In some cases it’s worth “firing” a client that is not yielding a return. Get focused and spend "appropriate" amounts of time with each client segement. Work with A's, B's, and D's and dump your C's and E's.
Happy Selling!
Subscribe to:
Post Comments (Atom)
Posts
19 comments:
You know, although I think I am a great time manager, I got to thinking after reading this post and I am still spending time on non-revenue producing activities and people. I love being involved in my community, but I need to start to pick and choose the events and committees that are actually producing business for me. Thanks for the reminder!
Good stuff... ...these tough times make it even more important to be selective with who I spend time with. It's scary to think about dumping any of my clients but it may free me up to get hgiher quality!
Theory is one thing/reality is another
You know, although I think I am a great time manager, I got to thinking after reading this post and I am still spending time on non-revenue producing activities and people. I love being involved in my community, but I need to start to pick and choose the events and committees that are actually producing business for me. Thanks for the reminder!
Hi there, I found your blog by means of Google while searching for a
related matter, your website came up, it looks good.
I have bookmarked it in my google bookmarks.
Hello there, just was aware of your blog thru Google, and located that it is
really informative. I am gonna be careful for brussels.
I will appreciate if you happen to proceed this in future.
Numerous other folks shall be benefited out of your writing.
Cheers!
Also visit my web site: costing Gauteng
Your means of describing the whole thing in this post is actually nice,
every one be able to without difficulty know it, Thanks a lot.
Here is my web page debt counselling online
Hey there! I've been reading your blog for a while now and finally got the courage to go ahead and give you a shout out from Humble Texas! Just wanted to tell you keep up the great job!
my page :: Accident Vehicle Cleaning Gauteng
Amazing issues here. I am very satisfied to peer your post.
Thanks so much and I am looking ahead to contact you. Will you please drop me
a mail?
Also visit my weblog - colic
great publish, very informative. I wonder why the opposite experts
of this sector do not realize this. You must continue your writing.
I am sure, you've a huge readers' base already!
Feel free to visit my web blog; vacuum cupping therapy Cape Town
my website - skin tightening Cape Town
It's amazing in favor of me to have a site, which is helpful in support of my knowledge. thanks admin
Look at my blog post ... diamond grading
Howdy, i read your blog from time to time and i own a similar one and i was just curious if
you get a lot of spam feedback? If so how do you stop
it, any plugin or anything you can suggest? I get so much lately
it's driving me insane so any help is very much appreciated.
my site green net manufacturers
My developer is trying to convince me to move to .net from PHP.
I have always disliked the idea because of the costs. But he's tryiong none the less. I've been using
WordPress on a variety of websites for about a year and am concerned about switching to another platform.
I have heard great things about blogengine.net. Is there a way I can import all my wordpress content
into it? Any help would be greatly appreciated!
Here is my website ... click here
If you are going for most excellent contents like I
do, only go to see this web site everyday because it offers quality contents, thanks
Here is my blog: visit link
My partner and I stumbled over here different website and thought I might check
things out. I like what I see so i am just following you.
Look forward to checking out your web page again.
Feel free to surf to my weblog ... more information
I believe what you posted made a lot of sense.
But, what about this? suppose you added a little information?
I am not suggesting your information is not solid, however what
if you added something to possibly grab people's attention? I mean "Prioritizing your accounts..." is kinda vanilla. You might glance at Yahoo's home page and see how they
create post headlines to get people to open the
links. You might add a video or a related pic or two to get people interested about what you've got to say. Just my opinion, it would make your blog a little livelier.
Also visit my web site - site
You can definitely see your enthusiasm in the work you write.
The sector hopes for more passionate writers like you who aren't afraid to say how they believe. Always go after your heart.
Feel free to visit my weblog ... more information
This paragraph will help the internet viewers for creating new webpage or even a blog from start to end.
My web blog - click here
Attractive part of content. I just stumbled upon your blog and in
accession capital to claim that I get actually enjoyed account your blog posts.
Any way I will be subscribing in your augment
or even I success you get admission to constantly quickly.
Here is my blog post ... Short Codes
Asking questions are genuinely good thing
if you are not understanding anything entirely,
except this article provides good understanding even.
Here is my web page :: click here
Post a Comment