{"id":1352,"date":"2022-06-15T09:50:14","date_gmt":"2022-06-15T13:50:14","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/how-to-grow-accounts-after-the-customer-signs-on-the-dotted-line\/"},"modified":"2024-07-26T12:33:41","modified_gmt":"2024-07-26T16:33:41","slug":"how-to-grow-accounts-after-the-customer-signs-on-the-dotted-line","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/how-to-grow-accounts-after-the-customer-signs-on-the-dotted-line\/","title":{"rendered":"How To Grow Accounts After The Customer Signs On The Dotted Line"},"content":{"rendered":"
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Salespeople usually close on winning new customers. This guide will help your salespeople look at your current customers differently.<\/span><\/p>\n

The Risks of Short-Term \u201cHunter\u201d Thinking In Sales\u00a0<\/strong><\/h2>\n

By tradition, most if not all salespeople see themselves as hunters. This mentality is often captured in the phrase \u201ceat what you kill.\u201d In some environments, like 100% commission-based roles, no new sales mean no income for the salesperson. Indeed, landing new customers is crucially important. Without a steady stream of new customers joining the organization, your company\u2019s growth will stall and eventually stop.<\/strong><\/span><\/p>\n

The dark side of this focus on new customers means that existing customers sometimes become a secondary priority for salespeople. As a result, there are fewer opportunities to lift customer satisfaction, earn referrals and grow the bottom line with upselling. It\u2019s not just missed opportunities that sales organizations need to be concerned about.<\/span><\/p>\n

Put yourself in the shoes of a salesperson whose career progression and income are measured mainly on new sales. Given a choice between prospecting for a new opportunity and checking in on the customer you closed last quarter, prospecting will win every time.<\/strong> Over time, it\u2019s no surprise that some salespeople focus on short-term wins rather than strategies that maximize long-term customer satisfaction.<\/span><\/p>\n

Growing Accounts After Customers Sign On The Dotted Line<\/strong><\/h2>\n

Salespeople can grow revenue by making time for their customers. First, your organization\u2019s sales compensation plan focuses on net new sales. Second, salespeople spend the majority of their time working on new deals. These strategies are designed to be executed 2-4 hours per week.<\/span><\/p>\n

Strategy 1. Create A Post-Purchase Sales Communication Plan<\/strong><\/h2>\n

Nearly all professional salespeople have digital calendars and customer relationship management (CRM) tools at their fingertips. Use these tools to support your post-purchase sales communication.\u00a0<\/span><\/p>\n

Suppose your typical customer relationship lasts for twenty-four months at an enterprise software company. In that case, use the following schedule to stay in touch with your buyer.<\/span><\/p>\n