High-performance sales results flow from strategically directing and deploying the sales force into the areas that are most likely to provide a high return, armed with tactics that help the customers meet their objectives. Just as importantly, sales reps need to be guided away from accounts and activities that hurt profit and commission levels. New techniques in customer and market segmentation are producing surprising results, with “best” and “worst” customers often reversed from what was previously thought.
In this episode Randy and I explore the new way distributors are segmenting their accounts.
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