THREE BIGGEST MISTAKES SALES PROFESSIONALS MAKE CHASING SMALL ACCOUNTS
What are the ๐ฏ BiGGest mistakes sales professionals make focusing on small accounts instead of accounts that move the needle?
๐ก๐ฒ๐ด๐น๐ฒ๐ฐ๐๐ถ๐ป๐ด ๐๐ต๐ฒ ๐ด๐ฌ/๐ฎ๐ฌ ๐ฅ๐๐น๐ฒ
By exclusively focusing on small accounts, sales professionals may overlook larger accounts that have the potential to generate substantial revenue and contribute significantly to business growth. By neglecting the top accounts that “move the needle,” sales professionals miss out on maximizing their impact and resources.
๐ ๐ถ๐๐ฎ๐น๐น๐ผ๐ฐ๐ฎ๐๐ถ๐ผ๐ป ๐ผ๐ณ ๐ง๐ถ๐บ๐ฒ ๐ฎ๐ป๐ฑ ๐ฅ๐ฒ๐๐ผ๐๐ฟ๐ฐ๐ฒ๐
Spending excessive time and resources on small accounts can lead to a misallocation of valuable sales efforts. By diverting their attention from larger, more strategic accounts, sales professionals may fail to capitalize on potential high-value opportunities.
๐๐ฎ๐ถ๐น๐๐ฟ๐ฒ ๐๐ผ ๐๐ฑ๐ฒ๐ป๐๐ถ๐ณ๐ ๐๐ผ๐ป๐ด-๐ง๐ฒ๐ฟ๐บ ๐๐ฟ๐ผ๐๐๐ต ๐ฃ๐ผ๐๐ฒ๐ป๐๐ถ๐ฎ๐น
Small accounts may have limited immediate revenue potential, and focusing solely on them can hinder the identification of accounts with long-term growth potential.
๐ฉ๏ธโ Though small accounts should not be ignored, sales professionals need to strike a balance between serving smaller accounts and strategically pursuing accounts that have the potential to drive substantial business growth. ๐นโ
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