Achieve Greater Success When Your Team Does These 5 Things

Every year, I stress these best practices with my Strategic Account Management Teams. SAM teams willing to “Go Beyond” and follow these tips will appreciate the extra effort in the new year.

1.?Full and Ontime Delivery

Yearend is the last opportunity to meet your forecast, honor the trust of your customers and deliver on-time and in full. Ensure Operations can deliver on your promises. The last thing we want to do is delay, add to supply chain backlogs, or push sales to 2022, when budgets may no longer be there. Concern about production capacity? This is the time to lean on the relationships you have been developing with Operations all year.

2.?Quality is Queen

This time of year, quality is not only the ticket to the ball game, it is the assurance of meeting regulatory and customer expectations sustainably. It’s even more important this time of year because if quality is off, you miss the sale. Quality is queen.

3.?Operating Cashflow Is King

It’s December. You must have some “work in process” inventory or close-to-finished products that could be sold at the last minute to get across the finish line and reduce inventory burden.

4.?Keep One Eye on the New Year

Customer satisfaction is the most important investment you can make in the development of new business and new opportunities. As a time of reflection, yearend is the best time to measure and implement all corrective actions needed to improve.

5.?Reward Your SAMs and Their Teams

Employee satisfaction is another key investment you can make in your business. Now is the time to plan for the right recognition of the work and, in many cases, the extra work your SAMs and their teams delivered during another pandemic year.

Yearend only comes around once per year. Don’t miss out on the special opportunities it presents when your customers are in a “use it or lose it” situation with their budget. This may be the best time to find them primed for buying and appreciative that you reached out.??

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