Do you know...

Do you know...

How closely aligned are your people's competences with the activities they need to do day to day? What makes your best people so successful? Can your sales team effectively implement your sales strategy? Evaluating competence will help you answer these questions - Sales Evaluator.
Plan and implement effective sales strategies in 2018

Plan and implement effective sales strategies in 2018

Develop an effective sales activity management methodology with Mercuri's Sales Leadership Planning training course on February 6th -7th. This course is for all Sales Directors and Sales Managers who lead and manage a sales team.
Sales Development Programme of the Year!

Sales Development Programme of the Year!

Great result for the Virgin Holidays "Selling At My Best" programme at the 2017 BESMA Awards. Discover why delegates left the programme feeling so energized.
Simply outstanding customer service by Electrolux

Simply outstanding customer service by Electrolux

Teams excited and engaged about Customer Service at the Electrolux Academy. Mercuri work with Electrolux on a programme designed to grow their new team members, retain and develop their talented sales and service teams.
Join us at the National Sales Conference

Join us at the National Sales Conference

Come and talk to us about Social Selling in the Sales Process. From new customer acquisitions to Key Account Management, find out where social selling makes sense. We look forward to seeing you there.

Taking Sales to a Higher Level

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4 tips to make a big sales impact

 4 easy to implement tips for a big impact with medium-sized accounts

There are  two distinct benefits of selling to medium sized accounts:

  • Most Customers in this category work with a one year time horizon,  - This makes it much easier to take care of margins per customer.
  • Total purchases are divided by these customers between a pool of vendors – Current volumes are therefore not hard to defend and improve.

You can leverage the growth and revenue potential and sell more products per Customer to your mid sized clients by making them come back to you. This can be done with a framework of 4 easy to implement tips:

  1. Analyse and understand where you stand with each Customer – What is our present status?  
  2. Be aware and alive to your current way of working with every Customer – How do we usually deal with this Customer?  
  3. On a planning horizon of three to five months decide what are your strategic result objectives – Where do we want to be in this account?
  4. Within that same time horizon, identify the strategic effort objectives with the Customer – What will we do get there? What competitive tactics will we use?

These 4 tips, diligently implemented, will draw existing Customers back to you in droves. You will make a huge impact with medium-sized accounts as you watch your re-buy and range-sales grow exponentially.

Find out more

You can access a ready-to-use bank of options in putting these elements to work available in the Mercuri Insight document: "Are your existing Customers coming back to you in enough numbers?".  Please call us for further information on +44 (0) 330 9000 800 or email us.

4 tips to make a big sales impact