TABLE OF CONTENTS The time to repair the roof is when the sun is shining.
John F. Kennedy
Be able to construct an effective transition plan.
Build a plan to maximize potential opportunities presented by ongoing account engagement.
Understand appropriate postsales engagement.
Know how to minimize the impact of postsales activity on future revenue from other accounts.
Postsales support is a tricky subject for any SE. Because we are all creatures motivated by our compensation plan, our thoughts after the sale are usually related to running to the bank to cash the check. The classic presales organization abhors postsales work, because it detracts from generating more revenue. If you are covering major accounts, such that you only have a territory of three to five total accounts, postsales support is almost unavoidable.
More important than technical support is the ongoing account and relationship management. Although this is generally viewed as the responsibility of the sales rep, there are advantages to your being involved. We will present you with several justifications for these postsales activities based on their potential to improve your future sales and career. Even more importantly, we will suggest options that let you gain the benefits of these interactions without drastically impacting your ability to bring in new business.
Congratulations, you've made the sale! Now it is the second week of the new quarter, and you have reacquainted yourself with your family and begun to think about work again. You are getting copied on long e-mail...
