Steven Covey introduced most of us to the idea of having an Abundance Mindset (the belief there is plenty out there for everyone).
Gardeners introduced me to the idea of actually planning for abundance.
While I’m not a gardener, I know lots of them! One interesting thing I’ve observed, both with flower and vegetable gardeners is that at the beginning of the growing season they space things out in anticipation of growth.
Most gardens in the early spring look sparse, almost empty with the space between the plants. As the season progresses there is normal tending being done; weeding, watering, fertilizing, and more weeding… then *poof* there is lush green where it used to look empty, flowers and vegetables flourishing because of the space they were given to grow.
My suggestion is that as you look at your account base start with abundance in mind. Use the gardener’s belief that leaving space between plants gives them room to grow.
That does mean your account base may look sparse early on.
Give yourself room to grow instead of dumping lots of companies into an account list – which forces a salesperson to begin with weeding – start with a number that leaves space to tend prospects with the idea they will grow to fill the empty space.
Of course, this means that you are seeding the account list intentionally with the types of companies you want to do business with.
Account List Abundance Planning Tips:
1. Ideal Customer Profile
- company level
- job function level
- individual level
Figuring out what accounts you want to put in the garden isn’t always easy, yet if you want to plan for abundance it’s a necessary step.
Know what the accounts and people look like who will thrive by doing business with you.
2. Answer – how many is enough to begin?
Many times, people tell me that with the customer contact expectations of inside sales, they’re afraid to run out of people to call.
Here is my formula: C/(P x 5) = # companies
C = contact expectations per month
P = typical number of contacts per account
5 = touch points monthly to gain access
If your company typically works with 3 people per account x 5 touch points = 15 contacts with each account monthly.
60 calls daily works out to 1,200 monthly total contact expectations.
1,200 ÷ 15 = 80 accounts to start off an account base. ASSUMING you have seeded it with the right companies (see point 1).
Yes, I expect you to do the math for yourself!
3. Plan it out
Once you’ve done the math, remember that there will be accounts disqualified along the way. Plus, solidifying of relationships.
- Monthly – add new accounts to replace the once you’ve removed out of your garden.
- Quarterly – review accounts with no human contact even with a systematic series of touch points in your prospecting… is it worth continuing to weed, water, and fertilize them or should they be replaced?
- Modify point 2 if you find you speak with more OR less than the typical quantity of “P.”
Then when you get to harvest season the bounty will be amazing!
Sometimes of course you end up with more of something than you’re expecting… this year, my husband’s garden produced a plethora of tomatillos. Now we’re looking at recipes like Bon Appétit Green Chile and Chicken Stew to use them up.
In sales, I don’t know that I’ve ever felt like my bounty is too much. While working on planning next year I have made sure to decide which:
- accounts were annuals and I can’t expect them to perform the same as this year.
- were the most profitable and I’d like to start seeding more of.
- looked like beautiful accounts but took much more time, energy, and effort than they were worth.
- didn’t thrive and I need to change something to see a good harvest next year.
Dig in & get more results,
Lynn
ps: not sure how to evaluate what you’re working with? Drop me a line and we can set up a conversation to ensure you are seeding and working the best accounts for you and your company.
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