Episode 47: Sales Tips for Senior Client Managers

Episode 47: Sales Tips for Senior Client Managers  In this episode of The Wize Guys Podcast, Ed Chan and Jamie Johsn with Wize Mentor, Thomas Sphabmixay discussed how Senior Client Managers can be successful in their sales jobs. They discussed some of the different strategies that have helped their SCMs succeed, as well as pitfalls that should be avoided.  Tune in for this exciting session!   Timestamps: 0:00 - Intro 0:35 – Develop a healthy sales culture with your senior client managers to grow the practice3:03 – Pareto’s 80-20 principle 4:08 - The importance of getting the team structure and capacity plan right to increase sales 5:05 – The analogy of a sporting team (getting the resource mix right) 6:55 - “You should slow down sales, but rather ramp up production.” 9:22 – Some of the challenges you’ve faced in developing SCMs’ sales skills 13:28 – How to handle your existing clients VS new clients 15:47 – Jamie Johns’ 6-month Sales Academy: Training Program for your Senior Client Managers 18:19 - What are the KPIs senior client managers should be held accountable to when it comes to sales?   #wizementoring #sales #accoountingtips   Quotations:  “Getting more word-of-mouth referrals is important because not only does it endorse what you're doing if people are happy with you, getting more clients for no cost basically, but just for doing a good job.” - Ed Chan  “... it's most important that the senior client managers, and even if you're SCM yourself, have enough time to talk to the clients. So, rule number one, is you've gotta have enough time to talk to the clients and that's all about sorting out your capacity.” - Jamie Johns  GET IN TOUCH! Website: www.wizementoring.com Facebook: https://www.facebook.com/wizementoring/ Twitter: https://twitter.com/wizementoring LinkedIn: https://www.linkedin.com/company/wizementoring/ Instagram: https://www.instagram.com/wize.guys/?hl=en Email: [email protected]   Download the full transcript here. ________________  PS: Whenever you’re ready… here are the fastest 4 ways we can help you fix and grow your accounting firm:   1. Download our famous Wize Freedom Map for FREE - Find out the 96 projects every firm owner must implement to build a $5M+ firm that can run without them - Download here 2. Need to Hire right now? Book a 1:1 FREE discovery call with our WizeTalent hiring coaches to help find your next team member the Wize Way – Click Here 3. Work with Jamie and our mentors for 8 weeks - Build a custom business plan for your firm - Apply here