Learn to love the one you’re with: Partnering with your service organization to make customers happier

You’ve got only a few minutes before they close the airplane door and make you turn off your phone for takeoff. In fact the steward has already given you “the look.” He knows you are one of those people who pushes until the last second. So which call do you return? The one from your new prospect opportunity that will make your quarter? Or the one from the existing account who isn’t due to renew for two months?
There is a very real time constraint on the sales side of the house. With competing demands for time, sellers in our 2017 World-Class Sales Practices study report that they only invest 18.7% of their time working on post-sale activities. With the exception of key account management roles devoted exclusively to managing existing accounts, most sellers have to manage a fine balancing act between their focus on existing and new customers. And unfortunately,