Gregory T. Wilk
How to help your sales force identify your most profitable clients?
It’s time to stop asking your sales force, “What did you sell today?” and start asking them “Who did you sell to today?” Today, the aged sales philosophy of any business is good business is a costly an unprofitable one. As buyer sophistication continues to intensify, so should your client selection process. As a business owner, one of the first qualification questions you should be asking your sales force when they present a new opportunity is “How well does the prospect match our Ideal Target Client Profile?” In short, a company’s ideal target client profile identifies those prospects that value what you sell and are in need of what you sell. Most importantly, they are your most profitable clients financially and relationally.