Proper Account Planning Makes Your Sales Team More Effective

We believe that your sales force should be out in front of customers – selling value and growing your business – not buried in reports and spreadsheets trying to figure out a plan of attack. INSIGHT2PROFIT’s approach to account planning allows your sales team to use its time efficiently and prioritize opportunities with the greatest potential to grow margin for the business. Some of the sales force strategies we consider in account planning include:

Customer Tiering / Scoring

Set benchmarks for frequency of customer visits based on size, profitability or opportunity dollars

Route Planning

Mapping sales territories and customer visit routes to maximize efficiency and to prioritize areas and customers with the greatest potential

Product Mix Variance

Sales reps with visibility into what customers are purchasing by product on a dollar and volume basis can have informed conversations about expanding the business

Down Dealer Reporting

Flagging accounts that are down in the last two to three weeks prompts the sales team to investigate the cause

Customer Churn

Alerting sales reps when shifting customer purchasing patterns indicate that they may be at risk of losing the business to put those customers at the top of the call list

Market-Basket Analysis

Understanding what the right suite of products is for each customer type and directing sales efforts to broaden portfolios accordingly

Proprietary Technology

INSIGHT’s proprietary technology automates account analytics for your sales team, running alerts in real time and guiding your reps to the right opportunities on a weekly basis. Our people bring years of experience and a fresh perspective to your business, allowing us to strategize with you to develop a sales effectiveness plan that supports continued profit improvement.