Episode 47: Sales Tips for Senior Client Managers
In this episode of The Wize Guys Podcast, Ed Chan and Jamie Johsn with Wize Mentor, Thomas Sphabmixay discussed how Senior Client Managers can be successful in their sales jobs. They discussed some of the different strategies that have helped their SCMs succeed, as well as pitfalls that should be avoided.
Tune in for this exciting session!
Timestamps:
0:00 - Intro
0:35 – Develop a healthy sales culture with your senior client managers to grow the practice
3:03 – Pareto’s 80-20 principle
4:08 - The importance of getting the team structure and capacity plan right to increase sales
5:05 – The analogy of a sporting team (getting the resource mix right)
6:55 - “You should slow down sales, but rather ramp up production.”
9:22 – Some of the challenges you’ve faced in developing SCMs’ sales skills
13:28 – How to handle your existing clients VS new clients
15:47 – Jamie Johns’ 6-month Sales Academy: Training Program for your Senior Client Managers
18:19 - What are the KPIs senior client managers should be held accountable to when it comes to sales?
#wizementoring #sales #accoountingtips
Quotations:
“Getting more word-of-mouth referrals is important because not only does it endorse what you're doing if people are happy with you, getting more clients for no cost basically, but just for doing a good job.” - Ed Chan
“... it's most important that the senior client managers, and even if you're SCM yourself, have enough time to talk to the clients. So, rule number one, is you've gotta have enough time to talk to the clients and that's all about sorting out your capacity.” - Jamie Johns
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Download the full transcript here.
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