Lots of salespeople are reluctant to "let go" of almost any customer. I wonder if they thought of them as an investment what might happen. Try this exercise. Go through all your customers and assign them to one of the following categories.
1. Buy - they fit my client profile and if I could invest more into them I would.
2. Sell - they don't fit my profile, and I continue to lose money by holding on to them.
3. Hold - they fit my profile but the revenue just isn't there. Need to invest more to see if I can increase return or maybe I should sell.
Most successful investors have a strategy that they follow. What's your's for the investment in relationships?
