GPI 224 – Establish sales representative backups for all your large customer accounts.
Do not allow only one sales representative to handle your large customers or accounts. Make sure one or two other sales associates are involved and are known to these critical clients. The sales manager also should be visiting or calling to make certain this large important account buyer is happy. A company never knows when its key sales representative will leave or terminate without notice so a secondary person known to the customer needs to stand in and reassure the customer of the continuity of great service.