The myth of great relationships
How “great relationships” can harm sales
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Dave Kahle
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If the salesperson is a consistently good performer, leave him or her alone. Their relationships are probably working for them. Focus instead on the marginal performers. When they claim to have great relationships ask this question: “If your relationships are so great, why aren’t they buying everything from you?” Begin to measure the quality of relationships by the cold, hard reality of account penetration. If the account is not growing, then the relationship isn’t really an asset. Consider these three actions:
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Dave Kahle
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