Are your sales reps getting the best return on their time investments with their customers? Hi, I'm Jim Pancero, helping you and your team become more effective in selling a day. And one of the challenges that we as coaches need to work with salespeople is on their efficiency and effectiveness of where they focus their attention. See the problem is in a lot of accounts you'll watch that the largest customer gets overly way more support than all the other customers but they do it at the expense of growing the territory by selling other accounts. We need to look at how much time is being invested in each of your customers. where the salespeople are spending their time and if this is the most efficient and effective way to be utilizing the time they have in front of each of these customers so they can make sure that they have the highest sales potential for the year possible. The reality of the process is salespeople tend to be rather reactive in how they go after accounts. So if a customer is rather demanding, they'll give them lots of extra attention, but they're doing that sacrificing what they could be doing with prospects or with other accounts. This is where the job of a coach and a effective leader comes in of helping make sure your sales reps are putting the proper amount of balance to be able to maintain the business, keep a customer satisfied, but also be able to expand and do other things and to sell other accounts. Success in a year is based on the total sales of a sales rep, not just what they're doing with their best account. This is where coaching come in. Because when we coach them to be more balanced in how they approach all of their accounts, we'll help them sell even more.