DO YOU KNOW THE VALUE OF YOUR ACCOUNTS?

If Prospect A has a sales potential of $1,000,000 for the year and you have a ‘Less Than Even’’ chance of winning the business is it more valuable to you than Prospect B that has a sales potential of $500,000 for the year but you have a ‘Very Good’ chance of winning the business? In other words, if you only have time to make one good face-to-face sales call where should you spend your valuable time, with Prospect A or B? Salespeople have to make these kinds of time-investment decisions every day in their territory and the decisions they make will have a big impact on their success. Sales potential is not enough when determining the value of your accounts. You need to factor in the ‘probability’ of winning the business in order to make wise time-investment decisions. That is why salespeople need easy-to-use, quick and accurate analytical skills to calculate the Expected Value of each account on any given day. For more information on how to qualify by Expected Value visit my website and download my article entitled ‘How Valuable are Your Accounts?’ which was published in the Personal Selling Power magazine and contact me for a quote for sales training:   http://www.21stcenturysellingskills.com/