Do the Math to Figure Optimum Strategic Sales Account Coverage

Trying to figure out how many strategic accounts your sales reps can cover for optimum results can be tricky. But this is a problem you need to solve if you are in charge of strategic account planning for your company. One way to start is to do the math.

Here is the 3-step process:

1. Typical Account Coverage RequiredOnce you have segmented your accounts by vertical market, account size or sales strategy (whatever makes sense for your sales strategy), then you need to figure out how much time each account requires. How much time does a sales rep need to devote to a typical account in an average week? What is the intensity of the sales effort needed to reap results?
   
2. Sales Coverage AvailableThen you need to assess just what time your sales force has to spend on accounts. Eliminate all the administrative time and time spent on travel, etc. You should come up with time available for actual selling.
   
3. Reconcile the NumbersWith an estimate of the time required and the time available, you can begin the conversation about how best to assign strategic accounts. For example, take a look at your best accounts, what time they take and how much revenue they produce. Likely, they take far more time than smaller accounts which can be handled in greater numbers. 

You may need to assign accounts differently. Or you may need to increase or decrease your sales force. But, in either case, your decisions will be driven by facts not feelings.

Learn more at: http://www.lsaglobal.com/strategic-account-planning-training/