This excerpt is a testimonial-style response in the video "Propel Your Team to Lasting Success." The speaker attributes major value to consistency of approach—particularly aligning sales and service teams—introducing regular, formal weekly meetings between sales and service to surface problems and keep everyone on the same page. The speaker also emphasizes using a relationship calendar to manage cadence for retention and resell opportunities and the importance of continual client contact and solution-selling over time.
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If you had to pinpoint one thing or a couple things that really jump out that have had the greatest impact or value for EHD in our relationship. What, what jumps out at you? Well, that consistency of approach, not just for our producers, but how we worked to align our sales team with our service team. That, that was huge for me. You know, Rook, to quote Roger, emergencies in flight only and trying to step away so you can focus on production, but done in a respectful way. You know, when you get our structure, our high performance team meetings that we've, we've done with that, that's, that's a sign of mutual respect. I am going to give you this time every week to meet with you to understand what problems and challenges you're having from a service side. That was something that was not formal prior to our, our introduction to Sickens. And I'll take it a step further. That's something I actually use that is sometimes shocking when I'm in a sales presentation, but I mean, shocking. Shocking to the, the, the prospect. Yeah. Like, yeah, we actually meet every week to discuss what's going on with all our cases, to make sure we're not missing anything. And they're like, oh, interesting. So, yeah, we just, you know, we don't, we don't want anybody to suffer in silence. I don't want my service team to suffer in silence. I. You'll reach out to me. Sometimes I'll forget to tell my sale, my service team, here's what's going on. So. So we all want to be on that same page. And then we also took that relationship calendar piece both on our existing block of clients. It's always as well resell. We talk about that as well as looking at what are you doing from a constant connection and contact. You know, there is a lot involved in timing in this business, both preserving the clients you have, making sure you're out in front of them, making sure you're bringing them the solutions. And then obviously when you're selling and making sure that you are the person they're thinking about when the time is right. Because. Because it's not always right. And sometimes it does take a little longer than we would all like in order for, for things to sell. And you've got to be there and you've got to be constantly bringing them ideas and bringing them solutions. So those are probably two of the biggest things that I took in that in, in the program that I make sure that I use every day. Yeah.
