1.
Better understand why customers choose Nortec
2.
Better understand where the opportunities are
and where the market is going
3.
Evaluate how the sales and the technical teams
are doing
4.
Motivates the sales team to get out and see
their customers
5.
Demonstrate to the clients that we are committed
and care about them
6.
Opportunity to give feedback and coach the sales
professionals one on one
7.
Opportunity to evaluate our overall client
strategy and what is working and not working
This list could go on much longer. Management meeting with customers is
fundamental, 101 stuff! We are in the digital age and often email or
phone customers. Phone calls and emails
are not a substitute for meeting with customers!
To often management becomes very inwardly focused. It is important for senior leadership to get
out to many clients on a regular basis.
One challenge I have had in the past, was trying to figure out what
clients I should visit and how to organize the scheduling of the meetings. The strategy that is working for me now is to
target every client in a geographical area.
I have an inside sales person call down and line up the meetings in that
area and then move to the next area.
They end up with a random sampling of clients based on who they are able
to contact and who is willing to meet that week. This experience has been very rewarding and
gives me energy! 
