"Major accounts are not just big little accounts - they pose unique challenges when developing account strategies."
Scottsdale, AZ (PRWEB) November 21, 2013
Sales Momentum shares 3 pitfalls to avoid when developing major account sales strategies from their free white paper in pdf - Mastering Major Account Selling.
The White Paper shares best practices to help major account salespeople craft successful sales strategies. It also covers pitfalls they must avoid, including:
1. Underestimating the importance of information - There is neither the need, nor the time to find out everything about everything all at once. It’s important to get a broad information base about the customer even before your sales process starts and to build upon it early in the sales cycle.
2. Confusing goals and strategy - a good major account strategy focuses on a few pivotal goals and then delineates delineates the challenges, resources, and actions necessary to achieve a favorable outcome – what needs to be done and how are you going to do it.
3.Assuming the future looks like the past - Changes driven by the global market and advances in manufacturing technologies make the past a bad predictor of the future.
According to Janet Spirer, Ph.D., co-founder of Sales Momentum, "In major accounts, one-size-does-not-fit-all is a cornerstone proposition for formulating a winning account strategy. There are no generic customers in major accounts. So there are no winning generic account strategies. Each client is unique and each major account strategy must take that uniqueness into consideration."
"To think and act effectively throughout the entire sales cycle, your sales strategy requires constant updating, according to Richard Ruff, Ph.D. co-founder of Sales Momentum. Success cannot be achieved by filing out a form and periodically checking off key milestones. It requires understanding and reacting to the changes in the account and reviewing the responses to those changes with your sales manager and the rest of the sales team on the account.
About Sales Momentum: For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer – the founders of Sales Momentum – have worked with the Fortune 1000 to design and develop sales training programs that make a difference. By working with companies – such as UPS, Smith & Nephew, Textron, the Center for Creative Leadership, and Robbins & Myers – they have learned that today’s standard for a great sales force significantly differs from yesterday’s picture. Janet and Richard co-authored Mastering Major Account Selling and Parlez-Vous Business. They also publish the sales blog - Sales Training Connection. Richard co-authored Managing Major Account Selling and Getting Partnering Right. The books are available here.