As a sales manager, dealing with the unexpected is expected. Change is a certainty.
No matter how well your producers get along with their customers, there are no guarantees that they will renew each year. This is especially true when an old contact leaves the company and a new contact arrives.
While a new regime doesn't automatically herald a change in all business relationships, making too many assumptions could lose the customer for good. As you coach your sales team, here is some advice to help them avoid common mistakes.
|1. Take a new-customer inventory
New players create new dynamics. You and your producer may have worked with this company for years, but that's not the same as working with a particular individual for years. That means rebuilding trust and credibility from the ground up, which is going to take time and a willingness to learn the likes, dislikes, preferences and goals of the new contact.
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