Productivity Tip 23 ABC Client Classification and Sales Call Cycles
Classifying your customers may assist you to streamline your sales activities and help you focus on achieving the desired business goals. ABC is the most commonly used method.
A represents the ‘top grade’ or ideal client in your business.
A number of years ago I worked for a Trans Tasman business with lots of customers and sales representatives. Here is the ABC classification system we used at the time to assist us to schedule our clients call cycles, communications and Christmas gift list.
ABC classification system:-
Our Client Call Cycle was set as follows:-
At a minimum, a customer or prospective client should be contacted every 90 days, otherwise they forget you or you are not top of mind – your competitor is!
Other factors worth considering in your ABC Client Classification system include:-
Application of the ABC Client Classification system in your business may assist you to improve the productivity of your sales team. Software systems like Ostendo assist you with classifying customers, analysing sales, inventory, profitability, etc. You may have heard of data mining software which simply makes a science of this.