Habit 46: Maintain the “Target Account” list on a weekly basis

December 22, 2017 Selling Comments Off on Habit 46: Maintain the “Target Account” list on a weekly basis

To continue with the “Account Development Habits”, let’s look at Habit 46: Maintain the “Target Account” list on a weekly basis.

Last month’s newsletter talked about developing “Target Account” lists and detailed how to do that including where to do the research. This month, let’s look at maintaining the “Target List” once it is created. We find that many time sales people overlook not only the importance of creating a focused “Target List”, but the critical need to maintain their list.

Think about that for a minute. The key to successful sales is calling on the right people, at the right time, that need what you do well and it is amazing how many sales people do not maintain their “Target List” on a timely basis.

Past newsletters have discussed how High Performers utilize their CRM and schedule to maintain contact with their customers and prospects. With the CRM options available today, every sales person should be using one that contains their “Target List” defined by industry, market segment, location and product/service. It does take time to create a good “Target List” but having this tool is the key to success in developing new business. Once created, having a “Target List” and maintaining it are two different things and the sales person must be diligent in maintaining and working their list.

Sales people should be investing time maintaining their “Target List” each week by planning future sales calls and making sales calls on customers and prospects so they can maximize their time in front of those that can buy what they sell. Using their “Target List” to guide them in the planning process and making updates in CRM as they contact prospects, as well as scheduling appointments and meeting with their prospects will lead to success.

This will also increase their ability to forecast and report progress to their managers. Success is measured by increasing the number of sales calls, making better sales calls, receiving more RFQ’s and getting more orders. It is critical that these actions are updated and tracked on a daily and weekly basis in CRM. By maintaining their “Target List”, they will proactively place themselves in front of their prospects and gain from the rewards of doing so.

Habit 46: Maintain the “Target Account” list on a weekly basis.

“A Habit” is not work, but just a thing that is done every day and maintaining the “Target Account” list on a weekly basis is critical to your success in sales and can easily become a Habit.

TIME MANAGEMENT. For Top Performers every task is planned and focused on the goals that earn the results. Top Performers plan and then engage. They act on their plans, they work hard and they get results.

Coaching these skills is a critical part of what we do. We are here to help you develop and implement your Strategic Plan and coach and develop the skills to implement the plan successfully.
We are having great success coaching and implementing these methods and skills and our clients love it!