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THREE BIGGEST MISTAKES SALES PROFESSIONALS MAKE CHASING SMALL ACCOUNTS

29 April, 2023

What are the ๐Ÿฏ BiGGest mistakes sales professionals make focusing on small accounts instead of accounts that move the needle?

๐—ก๐—ฒ๐—ด๐—น๐—ฒ๐—ฐ๐˜๐—ถ๐—ป๐—ด ๐˜๐—ต๐—ฒ ๐Ÿด๐Ÿฌ/๐Ÿฎ๐Ÿฌ ๐—ฅ๐˜‚๐—น๐—ฒ

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— ๐—ถ๐˜€๐—ฎ๐—น๐—น๐—ผ๐—ฐ๐—ฎ๐˜๐—ถ๐—ผ๐—ป ๐—ผ๐—ณ ๐—ง๐—ถ๐—บ๐—ฒ ๐—ฎ๐—ป๐—ฑ ๐—ฅ๐—ฒ๐˜€๐—ผ๐˜‚๐—ฟ๐—ฐ๐—ฒ๐˜€

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.

๐—™๐—ฎ๐—ถ๐—น๐˜‚๐—ฟ๐—ฒ ๐˜๐—ผ ๐—œ๐—ฑ๐—ฒ๐—ป๐˜๐—ถ๐—ณ๐˜† ๐—Ÿ๐—ผ๐—ป๐—ด-๐—ง๐—ฒ๐—ฟ๐—บ ๐—š๐—ฟ๐—ผ๐˜„๐˜๐—ต ๐—ฃ๐—ผ๐˜๐—ฒ๐—ป๐˜๐—ถ๐—ฎ๐—น

Small accounts may have limited immediate revenue potential, and focusing solely on them can hinder the identification of accounts with long-term growth potential.

๐Ÿ›ฉ๏ธโ€Š 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. ๐Ÿ’นโ€Š

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