Colleen’s Blog

Many of you are getting ready to go back to work or are already in the field making sales calls. However, some of you are facing an unexpected obstacle: you are ready to see your clients, but they're not ready to see you.

Quarterly business reviews are essential for understanding potential growth with existing customers, retention issues and future opportunities. They are just as crucial for troubleshooting where sales performance isn’t meeting expectations, as well as for measuring the return on investment your client is receiving for the work you do together. Get serious about doing this analysis.

Most of my clients have a practice where they do quarterly business reviews with their best customers. This is something that I advocate as a best selling practice for key account management.

Are you properly using business reviews to your advantage? They’re great tools for businesses and salespeople yet they’re often used the wrong way or simply not used at all. Business reviews should be conducted at least once a year, or up to four times a year depending on how important the client is to you. Here are a few things to keep in mind when working with a client during a business review.