06.29.14
Paying Attention to the Customer
A distribution sales manager asked, “How do I get my new sales rep to connect with his existing customer base?”
The situation is this. An inexperienced sales rep inherited several top performing accounts. The previous rep had worked several years in building the relationship in these accounts. It seems the new sales rep expected the business to continue to flow by just checking in with the management team and making sure they were happy. Attention to the management team is important but what has happened is that the sales team feels ignored. Guess what they are doing…promoting product lines that have sales reps who are paying attention to them and show an interest in winning their business.
Whether it is your family, friends, customers or co-workers, people want to know that you care for their needs and situation. My advice to the manager was simple. When a sales rep pays attention to everyone in the company rather than just management, when he gets involved and discusses what the needs of the people are rather than making a rushed fly-by, he will begin to see his business relationship shift dramatically. People want to do business with people they like and people who care.
It is interesting that in business there are rarely any new earth-shattering revelations about how to do business better. Usually, it is getting back to the basics and following the golden rule of treating people how you want to be treated.
Have a blessed and safe July 4th!
Regards,
Brian
