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The Center for Sales Strategy Blog

Busy Doing What? 4 Steps to Implement If You're Working Hard and Not Seeing Sales Results

busy salesperson not seeing sales resultsSome sellers wonder why they miss sales goals on a regular basis even though they are busy as a bee. Making “plenty” of face-to-face calls. Presenting and closing “plenty” of proposals. Conducting “plenty” of post-sale follow-up tasks. All of these activities usually equal another month short of exceeding their sales goals. 

Topics: key account growth sales strategy sales process account list analytics account list management

Busting the New Business Myth

account list analyticsI get it. I know it is important, but I’m sick and tired of hearing about new business. Truth be known, most sellers are sick and tired of hearing about new business… and their managers are sick and tired of talking about it!

Facts Behind the Myth

The majority of sales organizations are obsessed with new business because of one reason: they do a terrible job of keeping and growing existing business (AKA: customers).

Not all customers are created equal. World-class sales organizations segment them like this:

Topics: key account growth sales strategy sales performance sales management salespeople account list analytics account list management

What’s Your Account List Management Strategy?

account list management strategyToo many sales organizations do not have an account list management strategy (ALMS) or they have one that provides little strategic value. In mature businesses, the lack of a priority-based ALMS is often tied to the following:

Topics: sales performance sales management account list analytics account list management