Just answered a question on LinkedIn about what characteristics a sales rep should look for in selecting potential new accounts. Aside from the usual profile traits: gender, location, age, income, industry codes and such this is what I offered up:
1. Are they “nice” people? ( I send the mean ones to my competitors.)
2. Is there sufficient profit potential?
3. Are there reciprocal opportunities?
I’ve spent more than 20 years in sales dealing with all sorts of folk and I decided quite some time ago to give the unhappier, fussy ones the opportunity to find a better business partner.
A barely profitable account requires as much or more time and resources as a fat account does. Doesn’t it make sense to size ‘em up first then chase the money?
Since smart entrepreneurs realize the importance of “who you know” or networking, they develop accounts to whom they can refer business if at all possible. The recipients of those referrals tend to be grateful and send more business making the account all the more profitable.
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Title: What Prospect Traits to Use to Select New Accounts? (Dallas)
Duration: 0:00
Submited by: Phillip Crum
Category: Sales Coaching
Added on: June 27th, 2008
