Companies must use integrated tools to track accounts’ progress and performance.
This article suggests ways in which businesses can drive sales growth using the resources they might already have. The accounts that a business currently handles must be regraded and rescored to get a sense of their current revenue and the potential of it in the future.
Once the highest priority accounts have been identified, companies could evaluate whether the right sales coverage and resources are available to serve those accounts. The article recommends creating strategic account plans to discover sales opportunities with respect to high-priority accounts.
Improving sales systems and processes would require standardising and simplifying them. The systems or tools used in the sales process must be outlined. Those that bring little value must be removed from the system.
[3 minute read]