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Cambridge | crobinson@sandler.com
 

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We hire salespeople who claim good past results and appear professional and competent at interview and then they fail to hit agreed targets. Why is that?

As part of our Enterprise Selling Programme we have a simple but really effective tool to help you take a strategic approach to account management – KARE.

With KARE, you analyse your accounts into one of four categories:

Keep: Those accounts that you want to retain but where there is no opportunity to grow that account further
Attain: Your wish list of clients you would like to work with
Recapture: Clients that you are no longer working with, that you would like reengage with
Expand: Existing clients that you want to Keep but where there is potential to increase the amount of business you do together

Most times you already know what objections you/your people are likely to face before you start a conversation.  As part of your pre-meeting planning take the time to figure those out and how you would handle them if they come up.

No doubt part of your growth plan for the business includes retaining and growing business from existing clients. Do you/your people have a consistent approach to these conversations to ensure they are meaningful and effective? If not, here is a simple 5 step process for how review meetings with existing clients, using the acronym RECON:

Last week I was a guest speaker at our Annual Client Summit in Orlando.  I spoke on a topic that I find fascinating which has broad application for anyone in business, regardless of role; lessons from sports psychology and neuroscience that we can apply to business.