It never ceases to amaze me when I hear sales leaders end up so entrenched with internal meetings and activities that they don’t have time to meet new and existing clients.

Why the heck are the most experience sales people with the most authority not speaking and meeting their organisations clients regularly?

“I’m too busy.”

“I have other priorities.”

“It’s not my job.”

Wow!

As a sales leader, YOU need to MAKE TIME. It’s not fair on your team, your business, and especially your clients who will welcome your engagement which shows your support for your staff and for your clients.

As a client yourself to your vendors, I am sure that you have welcomed the opportunity to meet senior leadership people and discuss business at a more senior level than you may otherwise do.

Remember leaders make time to speak to like-minded people. You may recall as a less experienced sales person yourself that you would be told to call higher so you call GM’s, CEO, CXO, Manager of this and that. I am sure that often when you make these calls as the BDM from XYZ Limited that you would be ‘off-loaded’ to a lower rung person on their side who matches your style and experience.

This week I have the opportunity to meet several of my clients customers and I can’t wait to see and hear what these clients need to solve. What their problems are? How big these problems are? Their timeline to solve the problems. Who’s involved from an economic buyer to the champion? I know this sounds like MEDDPICC or MEDDICC and it probably is but this is logical.

So as a leader of sales, please make the time to meet and speak to your clients. Your team will appreciate it and so will your clients.

What ideas and actions have worked for you?

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