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McDonell Consulting Group, LLC | Baltimore & Bel Air, MD

Tom Wilson

For sales professionals, 2020 may be remembered as the Year of Holding on to Clients.

 

Everyone wants to know what business closed today. Or this week. Or this quarter. But is that really all we should be asking?

 

The global pandemic has highlighted the need for sales teams to focus appropriate amounts of selling time, effort, and energy on client retention.

 

The results of the Sandler Research Center survey The Essential Components for Sustaining Overachieving Sales Performance are out.

 

The value of client retention is significant, especially when compared to the cost of customer acquisition.

“The Critical Elements of Proactive Client Retention” is the most recent Sandler Research Center survey project, which closed to survey participants on May 31. We are now performing data analysis and will soon publish our complete findings. In advance of that report, I’ve followed, with great interest, the results from a single question asked among the 25 questions of the survey and want to share the findings.