Do you have a limit on the size of your account list? If you do, how is the size set? Do you think it is effective for maximizing the success of the station?
Hey Todd:
I start new reps on their second day finding ten business categories and then finding ten businesses in each of these categories. That gives them a list of 100. Now, because they have 10 of the same thing... say accountants (there are 25 in your market), once they have the pitch down for an accountant they have 10 to go to to try to get them on. By the time they are at say the 4th, they will be darn good at the pitch and if done right they should close one of three. As they find people that are either just unreasonable or have no buying power, they can drop the account and add another.
Most of my billers who are in the $50K per month range can only handle about 50 accounts or so so we do not push them to go for more.
Now since Rapid City has a population of 70,800 and a per capita income of $26,412, the market has a total spending power of nearly $1.9 Billion, if the accountants were to capture just .01% of the money in the market (which they probably are considering how many there are there) there is $19 Million up for grabs. Id say some sales person could make a living at that.
No.
We try to keep it at 75. We don't think you can deeply penetrate each account working more than that.
89 total accounts.
Thanks for your input.
Thanks for sharing.
Thanks for sharing. Is there some magic to the number 89?
Todd -
This question comes up from time to time; you might find some of the other answers useful. Here are a few links:
http://www.radiosalescafe.com/forum/topics/friday-poll-your-account-list
http://www.radiosalescafe.com/forum/topics/number-of-accounts
http://www.radiosalescafe.com/forum/topics/number-of-accounts-1
http://www.radiosalescafe.com/forum/topics/account-list-management-questions
Related and important: http://www.radiosalescafe.com/forum/topics/how-many-clients-do-you-see-face-to-face-daily
That's great. Thanks for sharing those links. I will enjoy looking through them.
no.
