Major Sales Accounts – 3 Ways to Protect and Grow Them

Is Your Major Sales Account Strategy On Track?

Major Sales Accounts – 3 Ways to Protect and Grow Them Whitepaper Download
We define major sales accounts as the critical few client accounts (typically between 5 and 20 depending upon your sales model) that are the most important to you and your company both now and into the future. While each go-to-market sales strategy has a unique flavor, the criteria for major sales accounts typically fall into two main categories:.

1.  Major Sales Accounts Have Financial Significance
The account represents substantial financial value in terms of revenue, gross margin or profit to the sales person, the sales team or the company. In general, your major accounts should be 20% of your client base and provide 80% of the financial value.

2.  Major Sales Accounts Have Strategic Significance
The account signifies vital strategic importance in terms of providing you with marquee brand recognition, the ability to create valuable new capabilities, or the opportunity to intelligently expand into desirable new markets, geographies or verticals.

While major accounts take a considerable investment of time and energy, the payoffs can be huge. When properly managed, major accounts can anchor your business through thick and through thin

If you want to learn field-tested ways to protect and grow sales accounts that matter most, download Major Sales Accounts – 3 Ways to Protect and Grow Them Best Practices Whitepaper.

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