Is Your Top Producer Really Ready for More Strategic Accounts?

Salespeople who are successful selling to smaller accounts are often the ones promoted to the next level in the sales organization…selling to major accounts. Just be aware that major account sales requires an entirely different skill set to be successful. To sell successfully to strategic accounts you need to approach the customer as a consultant who thoroughly understands their business and has the political acumen to manage internal resources…in other words you need to be highly skilled at strategic account planning.

6 areas to evaluate include their ability to consistently:

1. Get Information.  Get the right information from the right sources.
2. Build Diverse Relationships.  Build strength internally so you are not relying on just one contact.
3. Add Visible Value.  Make your value visible so others appreciate what solutions you bring.
4. Protect Their Turf.  Manage the competition, both external and internal, by keeping up to date on potential challenges to your selling position.
5. Move Up the Value Chain.  Know how to sell effectively to executives…the ones who make the final buy decisions.
6. Be Customer Centric.  Always make your case in terms of how it will positively affect your customer’s business, not your own.