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them to help sort through choices to Ask

handle uncertainty and thrive.
If you haven’t more broadly surveyed

your customers about uncertainty,
What side are you on today? Not just
it is time. A well-constructed survey
with your top 5 or 10 customers. Are
process can go a long way. Get the
you on the side of helping or on the
questions right, so you’re not selling,
side of asking? What side are you on
but seeking to learn the challenges
with the customers that comprise 80%
and opportunities that are linked to
of your revenue potential? Have you
you. Run a process that includes your
gotten beyond your top customers to
reps and management team. Everyone
consider “your 80?”
owns 10 customers from the top down.

Have dialogs. You’ll uncover business.
In our opinion, there’s a very real
Most important, measure the asking
opportunity to get teams across
activity, so the management team and
boundaries working on “boundary
the field don’t get too busy to follow
issues” to help one another thrive.
through.

Here are five quick steps to consider:
Create a Community of Action

Don’t make this journey a one-
Analyze
time event. If you don’t have an
Before you leap to action, analyze the
active community with key decision
results to develop actions that create
makers in your customer base, think
a positive ROI. When you do this,
about building one in 2017. Vibrant
make sure you include some customer
communities are great ways to listen
advisors and some managers that need
and respond. They’re also a powerful
to make the change happen. Pick the
way to increase customer revenue and
highest priority ways to help the “80,”
referrals. RESET TARGETS
not just the squeaky wheels.

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