"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. ..»
"Stop Leaving Money on the Table!" "Stop Leaving Money on the Table!" Reviewed by Melbal Business News And Directory on 07 August Rating: 5

No comments:

Trending News

About Business News And Directory

A Business news and business directory site offers access to the latest business news. It's also a business article directory publishing useful quality business articles.

Business news and business directory provides it's readers with the latest business news, articles and opinions on a wide variety of business and finance areas as well as politics. Learn more here »

Swissgolden United Kingdom Swissgolden Marketing Program
Powered by Blogger.