Gaining Access to Other Decision Makers and Influencers

Sales managers need to coach their salespeople to leverage existing client relationships by gaining access to other decision makers and influencers. When your sales reps win accounts and develop good rapport with a particular contact within an organization, they may gravitate towards that relationship and become protective of it. But they need to be careful not to be too protective or even complacent.

For various reasons sales reps are often hesitant about establishing new contact relationships with existing clients. The most common being that they’ll step on their key contact’s toes and possibly offend them. Or, a contact may say, “Oh, you don’t need to contact anyone here but me,” — a red flag signaling that the sales rep would be better off reaching out to others in the organization.

The fact of the matter is — client relationships can turn on a dime. Because of this, sales reps need to cover all their bases. Additionally, because every organization has different levels of influencers and decision-makers, establishing new client relationships with these individuals helps embed the sales reps into the decision-making process. Coaching your people to expand their number of contacts with an established client will prove to make a new multifaceted client relationship that is stronger and more prosperous.

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).