Almost every account executive in tech sales knows it: you can always do more.
Contact more prospects, take better care of your customers, dig deeper into the product and roadmap, train or deepen your knowledge of a tool, etc.
Since diligence is the basic requirement for success in our job, that’s what makes it so dangerous. In addition, most systems are set up to keep you working hard because books of business change every year. Top sellers can have accounts in 2-3 years where nothing works while in the meantime they had to give up their cash cows to other reps.
It’s all about balance and not burning out in the long run. Sometimes I do that well, but I’m also someone who often can’t skip work, even when I’m on vacation. Just recently I had a customer who made a big deal about how urgent and important their request was and that they want to buy immediately while I was on vacation, only to take forever to sign after I consulted them am prepared the documents.
What are your tips and tricks for keeping the right balance?