How many accounts can each person handle?  

The “Dunbar Number” from Professor Dunbar, the Cambridge Psychologist suggests that the average number of “relationships” per person is 150. He concluded this from looking at the average number of Christmas cards each person sends, this included friends, family business associates etc. (Google him for more details).

I’m not that sociable!

What sort of “relationship” does a sales person need? Depends…

If it is a “transactional sale” i.e. order taking then no “relationship” is required, all you are required to do is get out of the way!

If it is a long term “consultative”, “trusted adviser” or “counsel” relationship there is a limit to the number of “professionally intimate relationships” any one person can have.

Your sales template and account management template will also tell you how many “touches” are required (with how many people at each account), as well as inform you of how many accounts can be sold, on boarded and managed by the sales team.

Interestingly, in my own current business, which requires quite a high level of professional intimacy the number I came up with, after spending huge amounts of time, money and research with consultants and coaches was…42.

A familiar number to anyone who is a fan of “The Hitch-hikers guide to the Galaxy”

Coincidence?

 

Nigel Dunand

Nigel Dunand

Nigel Dunand runs Sandler Training in the Midlands based at the Innovation Centre in Longbridge.

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