Ideas!

Customer relationships are critical.  Not a single sales rep or manager would ever disagree.  That’s why you formally measure and track relationship quality.  Right??? 

“Formally measure the quality and quantity of your customer relationships”.

The single most widely held belief of sales reps and managers is that relationships with individual customers are critical.  Given that, it’s quite simply amazing (embarrassing???) that so very few of us formally measure and track them. 

Here’s a “TODO” for completion by 12/31/01…  go through your contacts data base and assign a quality level for your relationship with each and every contact.  An “A” is someone who will return your phone call within 24 hours.  A “B” is someone who will return your call sooner or later.  A “C” is someone who will remember who you are.  An “X” is someone you have either not met or with whom a bridge has been burned. 

Think about it…