| In this period of economic downturn account | | | | that make them the top producers. The way your top |
| management training is a resource that may well be | | | | team relate to their individual clients should receive the |
| the key to survival. Now more than ever, your client | | | | closest study as it is not by accident that they are |
| companies are aware of their own need to provide | | | | producing more sales. |
| extra value to their customers and they also know | | | | The top 20% of your team should be encouraged |
| your sales are shrinking. So it is natural that they will try | | | | prepare in their own words all the ways they use to |
| to take advantage of this. They will be looking to turn | | | | develop their relationships within their client companies, |
| the screws on your product pricing. Whether you are | | | | then they should be asked to present these strategies |
| able to reduce your prices to keep their custom or not, | | | | to the team so that a large pool of ideas are gathered |
| now is the time to reinforce the training of your | | | | and made available for the benefit of the whole team. |
| account managers. They need to be reminded of the | | | | This will also have the effect of stimulating the top |
| importance of their own individual service to the | | | | producers on two counts, |
| company and the value each of their clients add to the | | | | 1) The self esteem they gain from the recognition you |
| economic life the firm. | | | | are giving them as top producers, |
| Because price will be the issue foremost in their clients | | | | 2) The act of teaching their skills to the rest of the |
| mind it will also feature negatively in your account | | | | team will re-motivate your top people. |
| managers minds. They should be retrained on the | | | | As a top producer and trainer of many years |
| basic features of your company's products or | | | | experience I know that the sharing of the pooled |
| services with emphasis on the benefits that create | | | | knowledge of top salespeople is a valuable asset, so |
| value for money. Now is the time to gather them | | | | much so that it should be harvested regularly, |
| together for some team collaboration. Pareto's law will | | | | documented and made available to all the salespeople |
| undoubtedly apply to the production of your account | | | | as an ongoing part of their training. |
| management team, i.E., 80% of the total sales will be | | | | The old adage "when the going gets tough-the tough |
| managed by 20% of the team. | | | | get going." Has never been more relevant than today, |
| Because selling is a relationship business the | | | | which is why all your team should be toughened up |
| relationship skills of your top salespeople are the ones | | | | now to face the difficult trading period ahead. |