Grade your accounts A, B , C & D then dump the D accounts

Territory management training

Territory management training tips for sales managers #3

One of the key processes required by professional territory management includes a territory analysis tool. This in turn includes grading your accounts into three or maybe four levels. A, B, & C accounts. A are the most lucrative, typically big accounts with lots of margin. B are slightly smaller but which may have the potential to grow, or just stay as they are. C accounts will be smaller and may be new accounts. If the former they will require very occasional or, even only telephone account management. If the latter they will need more attention to help them grow. D accounts probably need dumping as they will take more effort to service than they generate in revenue, unless they have potential of course. – See more at: