Sales Thought: Which accounts warrant investment in developing a long- term relationship?
If you are going to remain in sales as your life’s calling, one of the key points you have to decide on is the amount of time you will spend/invest in various functions necessary to effectively do your job. You also have to develop the appropriate time allocation skills that will allow you to continue to expand your client base, as well as improve your relationships with existing customers.
Sales professionals find the right balance and right criteria by answering 2 important questions:
1. What is the right mix/balance of time to be allocated to existing customers to cultivate long-term relationships versus investing time in expanding your client base?
2. How do you decide the client’s that are worth the investment of your time to establish a long-term relationship?