Why is it necessary to repetitively expose your contacts to your company's entire portfolio of products and services? Because they forget! I can tell you from personal experience that there is nothing more frustrating than finding out a customer has placed a large order with another salesperson...and the only reason they didn't give you the order was because they didn't know or remember that you could fill it!
There can be, but activities focused on increasing account penetration make up the critical core. Account management does become more complex if a team of people is managing a regional, national, or global account, but most of the complexity pertains to coordinating the activities of the team members.
Don't make account management more complex than it needs to be! The basic goal is to maximize account penetration. Look for opportunities to sell every product and service in your portfolio to >every business entity (business unit, department, division, etc.) in the account. Make maximum use of referrals and testimonials to help you initiate new relationships. Regularly remind all of your contacts of the full breadth of your portfolio of products and services. Be organized and keep meticulous records. If you do these things, you should be amply rewarded for your efforts!
Copyright 2005-2008 -- Alan Rigg
Sales performance expert Alan Rigg is the author of "How to Beat the 80/20 Rule in Sales Team Performance" and the companion book, "How to Beat the 80/20 Rule in Selling". His 80/20 Selling System (TM) helps business owners, executives, and managers end the frustration of 80/20 sales team performance, where 20% of salespeople produce 80% of sales.
There can be, but activities focused on increasing account penetration make up the critical core. Account management does become more complex if a team of people is managing a regional, national, or global account, but most of the complexity pertains to coordinating the activities of the team members.
Don't make account management more complex than it needs to be! The basic goal is to maximize account penetration. Look for opportunities to sell every product and service in your portfolio to >every business entity (business unit, department, division, etc.) in the account. Make maximum use of referrals and testimonials to help you initiate new relationships. Regularly remind all of your contacts of the full breadth of your portfolio of products and services. Be organized and keep meticulous records. If you do these things, you should be amply rewarded for your efforts!
Copyright 2005-2008 -- Alan Rigg
Sales performance expert Alan Rigg is the author of "How to Beat the 80/20 Rule in Sales Team Performance" and the companion book, "How to Beat the 80/20 Rule in Selling". His 80/20 Selling System (TM) helps business owners, executives, and managers end the frustration of 80/20 sales team performance, where 20% of salespeople produce 80% of sales.
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