An Article By Steve Waterhouse

You have to trim if you want to grow…

It cooled down a little this evening (under 90!) so Gina and I spent a few minutes trimming the bushes and palm trees in the front of the house. It’s amazing how cutting back a few branches can make the rest of the plant grow healthier. The plan refocuses its attention on the remaining parts and within days you see the difference.

Bushes aren’t all that needs trimming!

Whether I am teaching consultative selling or major account management or negotiating, the same question comes up. You ask, “Steve, if I do all that new work at my key accounts, when will I have time to call on the other ones?”

The truth is… you won’t.

Sure, you can use the strategies I teach in Time and Territory Management to cover more accounts in less time or to keep in touch with most of your B and C accounts, but that is seldom enough. At some point, something has to give. It you want to grow your territory, you’ll have to trim and focus.

More from the same ones.

Many of you have heard me challenge you when I ask if you think you could double your sales without ever adding one more client. Invariably, you say ‘Of course!’ Well, if that is true then why not do it?

Here’s an idea.

Are there a few accounts in your territory that will never amount to anything no matter what you do? You know, the ones that are small and not growing or are a poor fit for your offerings. Some of these accounts tie up a disproportionately large amount of your time. It’s time to turn them over to the customer service department. Let them make the calls and handle the problems. They can do it all on the phone and can probably do a better job.

Let go – climb higher!

It is absolutely a fact that you can never climb a ladder any higher than the lowest rung you are willing to let go of. Try it! If you want to get to the top, you have to leave something behind. Be smart about it and you will find you can grow your territory faster and better than you ever thought possible.

Steve
Waterhouse

Steve Waterhouse is Principal
and Founder of Predictive Results (www.perdictiveresults.com), a
sales consulting and training company that helps companies
dramatically increase their sales. He can be reached at
1-800-57-LEARN or info@predictiveresults.com.
 

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