A speaker breaks down how to evaluate whether a sales account is worth your time. Look at lead quality, marketing redundancy, revenue growth potential, and whether your sales approach fits the customer's needs.
Hey, guys. What's up, Matt? Here for another episode of Just a Tip. All right. Put two minutes in the clock so I can ignore it. Okay. Today, what we're going over is how to spot a good account. So you might be out there, you might be thinking, oh, I really want to get on a good account. I want to sell for Sales Sniper Seventh Level or Ryan Sirhan or Vince Del Monte or any of these guys that we sell for. But you're like, man, how do I spot a good account? How do I just. How do I know that what I'm selling is good and that they're able to provide a good living for me and my family? The real answer is that it's very difficult to. Okay. But you need to have a look at past history. You also need to have a look at what they've done in the last few months, but really go back six months and see what they've been able to. Average business owners will almost always lie and tell you they have more leads than they know what to do with. The amount of times that I've come onto a council, like, we have so many leads. We need people. We're desperate. Being flooded. I don't know what to do with myself. We get on. There's three calls a week, and it's like, guys, come on. Like, this is ridiculous. Okay, so first of all, asking questions like, what happens if you don't get any leads? And if they just say, well, you're on your own chance. And chances are, like, they haven't really thought about that. Like, because if they want you to guarantee hours and they should be guaranteeing other stuff, it's just a question to ask. It's not a deal breaker. It's just a question. The next question is, do they have redundancy in their marketing? If they only have one marketing channel? Okay, that's no good. Okay? You need to have multiple marketing channels available so you can at the very least go out there and find some of your own leads. Okay? The next thing you need to know is where are they at revenue wise? What are their goals, and are they growing consistently? Because if they're not growing consistently, then that's kind of a red flag for you. Also, what's the performance of the previous salespeople been? Like, if it's super low and. And they're just saying that the sales guys were garbage, like, that might be true. I would want to listen to a few of the previous salespeople's calls so I could assess, like, if this guy's Actually pretty good, but these leads are just terrible. Then, like, it's not gonna be any different for you. Do you know what I mean? Unless you're just, like, that much better, right? So it's always a really, really important thing to know as well. Also, how do you vibe and jail with the actual business owner, the person that you're gonna be speaking with on a regular basis, and how much experience do they have in sales? So. And do they want you to sell the same way that they do? If they're really, really stuck in that, you have to sell a particular way, and that's not how you sell. That's not a good account for you, okay? For me, I need to be left to my own devices. Okay? Anybody tells me how to sell or quit, like, I know how to sell, I know how I want to sell. I'm not going to sell in a different way just to make somebody happy, especially when I know that way isn't going to work very well. In short, spotting a good account. There's a lot of art to the science, okay? Making sure you feel good, making sure they have redundancy, elite strategies, and also just making sure that you vibe well and that you're allowed to do your thing in the best possible way. Now, if you're brand new, obviously some of these metrics are different. Maybe you just need to bow down to them and say, okay, I'll do it your way. But if you're someone who knows what they're doing and you're established, it's definitely not a good idea to take somebody on who is going to make you sell in some sort of weird, wild and wonderful. All right, guys, hope that was helpful. It.
