Yesterday one of my coaching clients was complaining that he doesn’t have enough time to handle all of his existing customers much less prospect for more as the CEO of the company wants him to do.
My advice to him is incredibly relevant to everyone so I’m sharing it publicly here…
As a sales person (and we’re all in sales in some way, shape or form) time is your most valuable and depreciating asset.
With 7.5 billion people on planet earth and just 24 hours in a day, as a sales person or entrepreneur you will run out of time LONG before you ever run out of opportunity.
Since there’s no way to make more time, if you’ve truly “maxed out your capacity” here’s what you need to do ASAP…
Trim Your Customer List !
Or as I like to say fire your worst customers.
Here’s how to do it:
- Review your total billing for the past 12 months.
- Divide that dollar amount by the number of customers on your list.
- This will give you an average annual yield per account.
- Delegate to someone else on staff every account that spent less than that average yield amount with you last year.
- And now this is an absolute non-negotiable: Sell NO new accounts that are going to spend less than that amount with you in the upcoming year.
- Repeat this exercise the next time you’ve maxed out your capacity.
I’ve done this every single year since I began working in sales back in 2004 and continue to do so in my coaching practice since 2009. I guarantee that if you follow this process you WILL see your annual sales performance grow year after year.
There’s an entire chapter in my best-selling book Stadium Status that takes this whole concept to another level. If your time is valuable and you wish you were making more sales without having to invest more time in your work, there’s an entire chapter in my best-selling book that takes this concept to a whole other level. Grab your copy here: