08.30.16
Big Mistake
A motivated sales rep comes into a new territory and in less than a year has established relationships and gained tremendous market share. His primary reason for this success was his attention to each customer and his responsiveness and willingness to find solutions to their challenges. His success, however, begins to consume more of his time and the Big Mistake begins to unfold. He spends less time in front of his customers. The return calls are delayed and it now allows other hungry competitors a foothold into a once solid account. He starts becoming the victim of his own success.
Most of us in sales have made the Big Mistake at some point. Due to the demands of business we neglect the basics that captured business in the first place. So as a reminder, remember the basics of your original successes; building relationships, giving your clients the attention and service they need and making sure they don’t forget who you are.
Regards,
Brian
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