With the relentless pressure to consistently hit their numbers, many teams lose sight of the importance of the customer. Join Steve Andersen, President and Founder of Performance Methods Inc. and co-author of Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World, as he busts the myth that last year's revenue numbers determine this year's performance. A better leading indicator is how consistently you put customers first, even as their needs change. Do you have the right customer sponsors? Are you working horizontally across their organization? And are you intentionally growing accounts? Those type of questions measure the quality of your customer relationships.
“Many sales managers are interested in one and only one thing — are you going to hit your number. But they should be asking how much value you deliver to your customers.”
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