There are six expectations that must be met if you are to be perceived as a partner…not a vendor. This episode of the Sales Management Minute deals with the third of the six expectations.
I used to work in an industry where it was commonplace to conduct quarterly business reviews with clients. Here’s how they would go down…
The sales rep would print out every report she could find, stick them in a book, and put the data on PowerPoint slides. Then, a team of folks would travel to the client for the meetings where the sales rep would present the data. During these sessions, I would look across the table and guess what I saw? The clients were falling asleep!
After witnessing this a few times, I asked our sales team why we conduct these business reviews. They quickly responded, thinking that I was going to eliminate them.
“We need to have these so we can demonstrate value.”
And, I agreed! We need to provide value but, these reviews failed to provide any. Couldn’t we have just mailed a book with all of these reports to the client and accomplished the same thing?
If you want to be viewed as a true partner, clients expect you to be analytical…the 3rd expectation clients have of partners. They don’t want data. They want you to synthesize the data and come to the meeting prepared to discuss trends and recommendations. After all, you are the expert on your offering, not your clients.
Take the extra step…Analytical! Next time, we’ll talk about the 4th requirement to be perceived as a partner: Accountable.
See you next time on the Sales Management Minute.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.