Do your customers have to do all the work to do business with you? Too many companies put all the pressure on their buyers to maintain a relationship with their company. We’re not talking about your largest and most important accounts (who usually get the best support), but your average, regular-sized customers.
How proactive is your team’s support of these buyers? How are you monitoring your buyer’s inventory levels? How are you reminding them when it’s time to reorder? And, if you sell equipment, how are you maintaining their equipment maintenance and service levels?
Too many times, this level of proactive and predictive support is left up to the individual sales rep to maintain and manage. How strong is your customer relationship management (CRM) tracking systems of this type of critical customer information and support? Do you have “best practices” defined of how often your reps need to be implementing this proactive level of service and support for their customers?
Check out today’s video as I share the story of my experience with my pharmacy and how much work it takes to continue doing business with them. Think any of your buyers are experiencing similar levels of frustration trying to do business with you?