Focus Your Efforts

Some sales people claim to be able to sell anything to anyone. Just like some printing companies that say they can handle anything a client may need. While there may be some truth to those comments I would also point out that there are some things that you can do better than others. Knowing what those are can be the difference between being good and being exceptional.

During a recent call I heard a sales rep discussing her best clients and how she has been able to nurture and build on those relationships. She knew what clients she worked best with and which she should turn over to her colleagues. She is comfortable know where she'll be successful and is one of the top reps in her office. Another example is a business referral I tried to make to a friend of mine. While the work that needed to be done was right up their alley he stated that the assignment really needed to generate at least $x dollars in revenue otherwise he would not be able to devote the resources necessary to make it successful. He is focused on the type and size of business that will help them to achieve their business goals. It wouldn't and I looked elsewhere.

It's hard to say no to an opportunity, particularly during these economic times. Sometimes walking away from deals that "just don't make sense" for you or your business might in fact be the right thing to do and can allow you to focus your efforts on deals that you can be successful with.