Account and Territory Development Process

Periodically, it is important to closely examine the specific activities and opportunities with each of the responsible sales representatives for each key account. This process helps managers stay close to the customer base and fully understand the market forces that challenge the selling process.

Stage One employs a standardized account and territory development process that reinforces the company’s strategic account management tactics. The exercise ensures that the account reps stay on track with proven initiatives, tools and techniques and that team members stay abreast of the all of the problems and opportunities.

We begin with a Prospect Development Template that guides the telesales prospectors in the qualification and development of new opportunities. This template includes call planning documents, checklists, benefit offers, power phrases and questions that lead the prospect to provide the information needed for proper qualification. Standard language and definitions are used to normalize the process and remove the variability of individual behavior. The result is a uniformly qualified body of prospects with revenue opportunities ranked by size and time.

As the sales team begins to work on the qualified opportunities to develop them to closed purchase agreements, Stage One guides the process with proven Account Management tools and techniques. Standardized terms are used to communicate issues and identify buying influencer. Plans are set and milestones associated with the defined selling process are outlined for all to see. The CRM system is tailored to reflect this account management program. The result is that revenues are maximized because the entire team is trained, focused and accountable to proven plans and techniques.

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