3 Simple Steps to Build More Repeat Business

Many sales teams focus their main energy on developing new accounts. But by doing so, they miss a major source of revenue—the revenue derived from mining existing accounts to build repeat business.

Your strategic account planning should take advantage of the revenue stream from current customers by smartly redistributing your sales resources.

1. List.  Make a list of your current highest revenue earning accounts. 
2. Brainstorm.  Then brainstorm with your team about how you can penetrate the account further. What are some of the untapped opportunities? Who else in the account would benefit from your offering and who on your team would be the best fit? 
3. Act.  Implement and monitor the plan.

Since you have a successful track record within this account, your sales job will be easier than if you are trying to establish credibility with a brand new customer. Your goal should be a long-term partnership where you sell a variety of goods and services to multiple contacts from different departments or divisions within each major account company.