The Network Marketing Success Ezine

You’ve heard the saying that “people are a company’s greatest asset,” right? It’s true; your company is only as good as the people running it – at all levels. From the person who answers the phone to the one who signs the paycheck and everyone in between, people ARE your company.

While you likely have a decent team of employees right now, it’s important to make sure that your company employs the right people for the job and for your company’s long term success. After all, it’s your sales people who sell your product; it’s your CSRs who provide the voice of the company – and often the first impression; it’s your technicians who perform the work. When these people shine, your company shines!

On the other hand, if your people struggle to perform, the company struggles too. Customers go elsewhere when they are not treated respectfully or feel as if the person is not knowledgeable. Customers don’t return when the work is shoddy. Taken to the extreme, if your employees engage in unethical or criminal activities while doing their jobs, the company is dragged down. Clearly, picking the right employees is vital to your company’s success.

Who are the right people? This answer varies from one company to the next, though many of the same traits (such as honesty, integrity, skill, and loyalty) cross all industries. The first step is to sit down and look at your company’s long term goals. Is growth important? Or do you want to specialize in a small niche? What about quality? Do you need to streamline operations?

Are you struggling to hit your revenue targets for high-value services?

John Corr answers your top five questions on how to focus your investment in strategic account management when pursuing complex high-value engagements.

"I can guarantee that your investment in time in reading the answers to the following key questions will help you deliver an immediate performance improvement in your strategic account management. Bottom-line you will enjoy greater revenues sooner than you thought possible with a great deal less effort J

My very best wishes for your future success and prosperity" John.

Q#1: What's the biggest mistake in strategic account management? (And how can we avoid it?).

Q#2: What's the one thing we should do first when it comes to strategic account management?

Q#3: What have you done differently that has resulted in success?

Q#4: Give us 5 quick tips about strategic account management?

Q#5: What's the easiest thing I can do right now to see results in my strategic account management?

#1 What's the biggest mistake in strategic account management?

Put simply, the biggest mistake I see is too much emphasis on the attributes and capabilities of specific individuals at the expense of not having a powerful and straightforward sales process and model. The most effective strategy for increasing your overall revenues boils down to systematizing the decision making, priority setting and behaviour of high performers across the bulk of your sales organization.

Clearly having high-performing sales people and motivating them is an asset to any organization, they are going to deliver for you come what may (perhaps you have a bigger issue keeping these "rainmakers" than improving their performance. Let's be frank, the performance improvements in your star performers are likely to be marginal.