Monitoring Sales Health

By: Brent Patmos

When a message comes in threes I've learned to pay attention. That means that it's time for a comprehensive physical.

If you're like me, you may find it difficult to slow down long enough to get a physical or see the doctor on a regular basis. As a salesperson, properly monitoring and maintaining your health means you can continue to advance your sales results. A failure to do so means that you put income generation at risk.

It's also a good time to conduct a check-up on your sales territory and assess the health of your customer base. Properly monitoring and maintaining the health of your customer base means you can continue to advance sales results. A failure to do so means that you put income generation at risk. Review the following elements of customer health on a regular basis:

1. Volume of the account
2. Margin being made from the account
3. Depth of relationship
4. Strategic contribution
5. Purchase history