My Dad, Maury, spent 30 some years working for Coca-Cola USA. Most of his career he worked with local bottlers selling them syrup and serving as a liaison between them and “corporate” Coca-Cola. Like many in corporate sales he’d work a territory for several years then get promoted into a higher position. Bottlers usually saw new sales reps come and go every two to three years.
One bottler told this story about the sales reps he worked with:
“When I have a problem I’d tell Joe about it. I wouldn’t hear anything and nothing would get done.
When George was my sales rep, I’d tell him about a problem. I wouldn’t hear anything until a month later when it was resolved.
When Maury was my sales rep, I’d tell him about a problem. He’d write it down and within a week it would be fixed.
Tip #2: Quickly resolve your customers’ problems. Surprise them with the speed in which you do so; you will stand out from your competitors and your predecessors. If you cannot resolve the problem, get back to them with the reason why.