Leveraging your Client’s Purchasing Patterns

In order to be successful in sales you need to know how to effectively allocate your time to the activities that will bring in the money. Being aware of your client’s purchasing history is a key indicator of how to spend your valuable time as a sales associate. You want to ensure that money is consistently coming through the door and this requires you to maintain relationships with your current clients - something that is difficult to manage on top of all your other day-to-day responsibilities.

Investing your time in the sales activities that are proactive and of priority, is the key to success. So in terms of client management, here is how I identify where to dedicate time to current clients:

Milk the Money-Makers

Always have constant communication with your top 10 accounts.  Every 60 days review their purchases to assess if they are buying and how much they are buying. Transparency is key to a good relationship with your clients, so if you’ve noticed their purchases have decreased, never hesitate to ask why and accommodate them to the best of your abilities.

Don’t Forget About the Little Guys

Every 90 days you should be doing regular reviews of each of your accounts. If you can have conversations with each of these clients within this time period to discuss changes in their purchasing history, you will be able to close those little sales gaps, making it easier to hit your target number.

Managing Your Sales List

After reaching the 20 mark, it becomes difficult to find reasons to consistently call clients who you likely haven’t spoken to in 3 - 6 months. My suggestion here is to prioritize your weekly catch-up calls based on a list of your clients that haven’t purchased within the last 30 to 45 days. Generating this list is a simple process because the data is readily available by using a sales analysis detailed report.

Who has time to generate lists?

We only have so many work hours in a day, so I get that adding the additional task of list generation and calling each of those clients may not be feasible. Have your company's admin help generate the report, then contact the accounts that you specify. If during the calls with admins, the client says that they need something, or explain why they haven’t ordered in a while, have the rep call back and discuss.

You know what they say: time is money. For your hard work to pay off as a sales associate you must take control of your time. Monitoring your activities to assess what is or isn’t important then invest your time in the useful activities that are going to boost sales. Be proactive and keep tabs on your client's purchasing patterning because it will keep you ahead of the game.