You’ve heard it before, but it bears repeating: About 20 percent of your customers produce 80 percent of your sales. Despite hearing this over and over again, many sales organizations focus on bringing in new business, neglecting the top accounts that produce the vast majority of their revenue.
The reality is that strategic account management is hard – and completely different from 10 years ago. Managing those 20% of key accounts is more complex than ever before. Large organizations are spread throughout the world, each office with their own needs and nuances…more business units are making it increasingly difficult to understand who needs what and more stringent procurement processes are putting the strain on both you and your customer.
Managing, navigating and growing these complex accounts is a difficult task, and is often made even more challenging by a lack of visibility into key relationships and initiatives. The good news is that you’re not alone. The sales process has changed, and most companies are unaware that technology exists to automate and optimize how they manage key accounts, leaving companies to feel like they’re fighting an uphill battle – blindfolded.
With Revegy’s Account Planning software, sales teams can get a panoramic view of key accounts — key people, influencers, strategies and KPIs — and identify the parts of the business with confirmed needs, budget and urgency, savings sales teams’ time and helping maximize potential revenue and wallet share.
Powerful visual relationship and strategy maps are driving growth and retention today for world-class sales organizations. Learn more about the results they’ve seen from leveraging Revegy in our latest eBook.