From the course: Field Sales
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Account coverage and account support
- As sales professionals, our most important responsibility is solving the problem of a buyer with a product or service. A critical step to achieving that objective is how we prioritize our coverage, meaning the list of prospects we have, and existing accounts in our territories. We also need to determine how best to handle all of the support needs such as follow-up, customer communication, and service issues. This strategy of planning your account and support coverage is the cornerstone of how you'll be running your field sales representative business. You'll begin by laying out the complete list of accounts and separating them by largest to smallest. If our objective as salespeople is to grow revenue, then we need to determine which accounts will be driving the bulk of it. With each you should write down comments noting idiosyncrasies they have, or maybe potential long-term opportunities that may place them as a priority account even though now their revenue may be small. Developing…
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