The best sales companies deeply understand their ideal customers and have gone through the process of creating an ideal customer profile: an overview of what their most successful sales relationships look like. An ideal customer profile uses both qualitative and quantitative data to define your ideal customer, and it serves as a road map for sales teams as they prospect new customer.

What ideal customers are you already working with, which customer relationships stand out as the best, and who are some of your aspirational ideal customers? Pull from that existing data to help guide the ideal customer profile process, but remember that your existing relationships may not be true reflections of the ideal customer.