It is easy after you get really comfortable at doing something to forget why you do it. Your natural senses and systematic mental processes take over, and you just do things automatically.
This is a simple list I created that explains the best way to both handle an account and to handle yourself to be better at handling that account.
Know the Dealer
- Know the account history of the account you are engaging
- Know key areas of geography they sell
- Know their sales volume and what is the best-selling car
- Know key managers and what they like/dislike
- Know who the competitors are and who they want to beat
- Know any “highs and lows” with the account
- Know what co-op/compliance standards are for the brand
- Know what has worked the best in the past
- Know the best time/way to get in touch with this client
- Know if you need more resources before entering the meeting
Staying Focused
- Keep your list updated at all times (I start mine daily)
- Keep enough small task you can mark off for mental achievement
- Keep track of who you give thanks to and thank someone daily
- Keep a mental list of not only today but next week
- Know what are the hottest items and order of importance
- Set times to tasks so you don’t get bogged down
- Return all emails within a few hours of receiving
- Keep calls as short as possible (both internal and external – everyone is busy) JPS – :90 call goal, 5 & 10 minute call goal
- Watching your screen and responding to an email immediately disrupts your flow of work
- Do not check your email immediately prior to walking into a meeting or during a conference call. Focus should be given to the task at hand and not what is happening 1,000 miles away
Prospects List
- Keep an accurate list of any prospects you possibly have
- Ask a well-performing dealer for a potential prospect
- Contact top prospects on a monthly basis
- Be a source for information and not just to sell something
- When people leave for a new job, follow them as they will need your help in the future