Customers like to see the boss. This is pretty much one of the immutable laws of sales.
The leader of the business should also be the lead salesman. Good leaders should want to see their customers as often as possible. Building that relationship and trust is a key to long term customer retention, growth, and profitability. Demand that the sales team take you out to see the customers.
These are some of the most important people in the world. These are the people that give you money. Understand what type of relationship they have with the sales team. Understand how they want to be dealt with by your business. Learn about them. Work directly with them.
Some times the sales team may seem to be a little reticent to take you to see “their” customers. That’s okay. You are an unknown (initially) when it comes to working with their customers. Demand to go anyway. The business will be better and stronger for it.
If you don’t go, your competition’s sales force will probably be bringing their leadership team out to see your customers, and soon they may not be your customers anymore.
Steve,
Couldn’t agree more with you. A few other critical reasons: When the times get tough, and the competition gets into your accounts, it is always a great idea to spread the relationships to a more broad base. More touch points is always better than just a few.
The account can be portable if the only, and or best relationship is at the Rep level. The Rep walks… Higher probability that the account is taken with them.
Great post. Keep them coming.
Sincerely,
Peter