Don't take the givens for granted.

Don't take the givens for granted.

Not to be paranoid, but things change, and if you are not in favor of big surprises, it is best to test all major waters on a regular basis.  There might be some good surprises waiting to be discovered.  If you don't get to them in a timely fashion, perhaps somebody else will.  If it's good news-wonderful.  If it's bad news, the sooner you know, the better, and better you know first before everyone else knows the sky is falling.

It may be as simple as confirming appointments or checking by phone to determine how things are going between planned visits.  It may be as complex as discovering a competitive test program or test market, or a new way of doing business.

Sales people not only produce the numbers, but most act as the eyes and ears of their organization.  It's sort of an add-on duty, but it can have impact on the numbers and therefore cannot be written off as a market research mission.  We have always been in the knowledge business.  Before anything ever is entered into a computer, it must first enter the eyes and ears of a live person who knows what is important, new, or of value.

An account getting into financial difficulties is not an accounting problem; it's a business problem that you must be sensitive to.  A new competitor in town, a new competitive branch location,  a new line of business strategy, and the comings and goings of key people are all things to keep on top of.  There are no givens!  Act accordingly.