"Stop Leaving Money on the Table!"

When companies plan for organic growth, they often look exclusively at customer acquisition (the "hunter"/Sales function) and overlook account growth (a "farmer"/Account Management function). In this case study, a company that compensated salespeople (hunters) based on new-customer acquisition did not correspondingly incent the account managers (farmers) for finding the full revenue potential of each customer relationship. Instead, the account managers oversaw the equivalent of repeat orders and resolved customer complaints. With very little additional training and partnership-oriented leadership, this function can often fully exploit the beachhead established by Sales. ..»