“You take the big accounts, I’ll take the small ones!” “You mean you want me to handle the accounts that potentially are bigger dollar sales?” “Yes, I want you to take those accounts!” “So does this mean you are not capable of handling the big ones?” “Um, no, ahh, I just don’t want to make a mistake.”
Sound familiar? I hope not. But if it does I have this question for you. Why do we have people like that on the sales team? When coaching for businesses I find this scenario all the time and every single time I am in awe of it.
Are you being held hostage? Or do you just need a body and will put up with lack luster results? It’s interesting. Some sellers step into the role of giant slayer while others cower in the background.
There is also a perception that the smaller spending dollar accounts are any less important than the bigger spending accounts. Shouldn’t they be treated with the same respect and quality? Big accounts are just as important as small accounts.
The only difference is that the smaller spending clientele probably do not take up as much time. At least, that is supposed to be the way it works. A lot of you sell in industries where size matters in getting results. Advertising is a perfect example! Small schedule (low dollar amount) schedules are less likely to work. Advertisers usually dominate a medium for maximum results.
A doctor wouldn’t give you half the dosage and expect you to heal, or heal in the same amount of time as the full dose. Be a doctor at what you do! Prescribe the right medicine, the right amount and maybe even a little extra to help achieve your clients goals. Zig Ziglar is famous for the quote “If you help enough people get what they want, you can have what you want!” That is sales in a nut shell!
Your clients, as well as your employees deserve to know the score. They deserve to know what is expected of them in the relationship and to be held accountable. For great performance, and bad.