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首页> 外文期刊>Printing Impressions >Sales Team Focus: Existing Accounts or Biz Development?
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Sales Team Focus: Existing Accounts or Biz Development?

机译：销售团队焦点：现有账户或BIZ开发？

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Most print sales teams do great at servicing existing business and reacting to new opportunities that come their way. They smother their clients with attention, and hand hold their projects through production. The clients love it, and often reward them with continued business. When we talk with owners and sales managers, they appreciate what their team is doing but they still want and need more sales to fill their capacity. Talk to the sales reps and they'll say their time is consumed with existing client work. OK, so what to do? If this is your situation and you're continually meeting or exceeding your goals, congratulations. If this is your situation and while you are "busy," but not reaching your personal or company targets, maybe there needs to be a different strategy. As written in, Why You Need To Re-Think Your Sales Approach: "What I see in too many cases is that the sales team spends so much time in keeping the customers, sometimes referred to as account management, that they have little time, or interest in getting customers. Maybe it's different in your company, but that's what I see a lot. "So what happens is that new business, or the job of getting customers, is not very effective, is not done on purpose, and companies don't grow as they should and sales reps turn into desk jockeys or 'CSRs with cars.'" As I mentioned earlier, sales success can be accomplished by doing three things. Who's playing the "getting new customers" role at your company and is it as effective as it should or could be? The root cause of this situation can be varied. On a spectrum, it can range from sales and/or company complacency to having too many internal production hurdles. Sometimes these issues are real, and sometimes perceived. Either way, there isn't a proactive effort to "get new customers" into the fold.
机译：大多数印刷销售团队在为现有业务提供服务，并对自己的方式做出反应。他们扼杀了他们的客户，并通过生产来掌握他们的项目。客户喜欢它，经常用持续的业务奖励他们。当我们与所有者和销售经理交谈时，他们欣赏他们的团队正在做的事情，但他们仍然需要并需要更多的销售来填补他们的能力。与销售代表交谈，他们会说他们的时间通过现有的客户工作消耗。好的，所以要做什么？如果这是您的情况，而且您正在不断满足或超过您的目标，恭喜。如果这是你的情况，而你“忙碌”但没有达到您的个人或公司目标，也许需要有不同的策略。作为编写的，为什么你需要重新思考你的销售方式：“我在太多情况下看到的是，销售团队花了这么多时间让客户，有时被称为账户管理，他们几乎没有时间，或者对获得客户的兴趣。也许在你公司的不同，但这就是我看到了很多东西。“那么新的业务是什么，或者让客户的工作，不是很有效，不是目的，而且公司不要成长，因为他们应该和销售代表转变为桌子骑师或与汽车的CSR。“”我之前提到的那样，销售成功可以通过做三件事来实现。谁正在扮演你公司的“让新的客户”角色是否应该有效或可能是有效？这种情况的根本原因可以多样化。在频谱上，它可以从销售和/或公司自满来提供太多的内部生产障碍。有时这些问题是真实的，而且有时会感知。无论哪种方式，都没有一个proactiv E努力将“让新客户”成为折叠。

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