Retaining Customers:the New Goal for Sales Support
Sales support jobs are not new. Companies have used nonselling roles for years to develop products, understand their market and customer needs, perform technical reviews, install products, and coordinate delivery. However, top managers are increasingly asking their sales and support staffs to spend more time on activities tied to retaining business with current customers. Virtually all companies that we come in contact with have specific customer retention goals. Thus, because sales support jobs are an important point of contact with customers, one of the things that is new is the role employees in these jobs are asked to play in retaining business with customers.
Consider this question: In years ...
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