One of the ways we can increase our selling effectiveness is to make sure our accounts are more stable. And one of the best ways long-term we can make our accounts more stable is to make sure we have more than one contact at each of these accounts.
This additional contact will probably not be as important as your main contact, but they could have influence and input as to the quality of your products and support. How many accounts are you (or your sales team) selling to that only have one contact?
As a consultant and trainer, I find the average outside salesperson, in about half of their accounts, only has one contact they’re selling to now. That contact might be the owner, the person writing the check, or the person making the decisions to order.
But if something happens to that main contact, if they die, get promoted, or get fired, the rep will find themselves back to the very beginning of their selling efforts like it was a brand new prospect.
What can you do as the coach of your sales team to encourage each of your reps to look for and to see if they can add just one more contact at every account they call on this week?
Join me as we talk about the importance of having more than one contact at all of your accounts. Bet long term this can help your team sell even more!