Managing the Client Base. How to Set Up the Client Department and Achieve Maximum Results

Alexander Erokhin is a business expert, entrepreneur, trainer, author, and managing partner of the consulting company Salecraft. He has experience in building sales departments in 47 industries and 134 market niches. Over 24 years of practice in sales management.
Andrei Klimov has over 20 years of experience in managing the full range of marketing, leading sales departments, creating dealer and branch networks, and consulting.
In most companies, the work of sales departments is focused on attracting new clients. At the same time, 80% of profit comes from existing clients, who need to be retained and developed. The authors offer a tested system of methods and tools for managing the client base that will help increase profits and reduce the risks of losing clients.

Alexander Erokhin and Andrei Klimov explain:
-why it is important to implement development, retention, and efficiency strategies when working with existing clients;
-which sales reports are necessary to improve the efficiency of client sales departments;
-how to form a system of material motivation for client managers;
-why an active manager cannot work with existing clients, and vice versa;
-what reactivating existing clients with a conversion rate of 60% involves.