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Make Winning a HabitWhether you have one owner for an entire global account really depends on your size and strategy and whether you have invested in those resources. Companies that sell in silos should pick one leader of the account. That leader is given control and accountability over that account, and everybody else selling in that account is a member of that team and accountable to that leader. Other companies define account management as simply caretaking, coordinating, or communicating. They define relationships as being friends, giving favors, and showing appreciation. All this is fine, but we define account management as allocating resources in the most effective way to achieve the greatest account potential whether it is a partnership, dominating the account, or just maintaining it. In team selling, the biggest challenge is moving individual salespeople from loners to leaders. From Loners to Leaders When it comes to managing a complex, competitive sales evaluation, the best practice is one opportunity, one owner ...» |
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