Customer Tiering / Scoring
Set benchmarks for frequency of customer visits based on size, profitability or opportunity dollars
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:
How much of a customer’s spend does your business capture; winning business from a competitor can accelerate growth beyond that seen in the market
Set benchmarks for frequency of customer visits based on size, profitability or opportunity dollars
Mapping sales territories and customer visit routes to maximize efficiency and to prioritize areas and customers with the greatest potential
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
Flagging accounts that are down in the last two to three weeks prompts the sales team to investigate the cause
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
Understanding what the right suite of products is for each customer type and directing sales efforts to broaden portfolios accordingly
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.