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THE
RIGHT SALES QUESTION First things first: Happy New Year! As you approach the New Year, account planning and development must weigh heavily on your mind. Sales managers challenge salespeople with the question: How will you increase your business with key accounts this year? In other words, "How will you sell more stuff to your customers this year?" Asking this question is part of their planning and forecasting. It's not a bad question; it's just not the best question to ask. A better question to ask is: How will you increase your value to customers this year? Asking this question, account by account, causes you to focus squarely on the most relevant activity for value added salespeople--bringing more value to customers. The premise is simple. If your primary focus is on contributing more value to customers, you will sell more stuff as a function of your bringing more value. Delivering more value is customer focused. Selling more stuff is seller focused. Which do you think means more to your customers? So, your guiding question to start the New Year is: How can I bring more value to my customers this year? Selling more stuff will take care of itself. It delights your customers and keeps your sales manager off your back.
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