If you are looking for some new ideas or thoughts that will help you in protecting and transforming your sales organization or sales territory, I think you will find the next seven weeks to be of benefit.
Over the next seven weeks I will discuss, in separate blog and newsletters articles, seven questions that are tried and true. These questions have stemmed from selling for and working with sales organizations in various stages of their business cycle. In meeting with sales leaders to address their business environment, these questions are used in a simple survey form as these leaders look to maintain their performance level while transforming their sales team.
These questions are simple, yet ‘powerful’ and can assist you in transforming your team and missing the ‘sucker punch’ by your competitor. They can also help you disrupt the status quo within your organization or territory. So, over the next seven weeks, I will pass these along to you, for your use and consideration as you work to transform and impact your sales organization. Let’s get started…
Survey Question #1: What % of Your Sales Volume Is Represented by Each of Your Key Customers?
Many sales leaders in the B2B category are faced with a 15% attrition rate. My experience has taught me that 15% is accurate, although this may vary dependent upon the industry.
By key customers, we are referring to ones that are profitable, buy on a frequent basis, and are important to your sales organization.
Earlier in my career I interviewed as a candidate for a VP of Sales position. My first step was to gain a clear understanding of their business climate. When looking at their customer distribution, they had 45% of their business with one customer. On top of that their pipeline was non existent. Needless to say I declined. Six months later they lost their number 1 customer and the rest is history. True story!
As you think about this question and transforming your sales organization, please contact me if I can help you.
Next week on the blog, I’ll tackle Survey Question #2 What is Your Annual Attrition Rate?
Thanks for taking time from your busy day…now let’s get back to work!
To your success,