|
Coverage
|
 |
What does my account base look like? |
|
|
Am I overly dependent on too few accounts, or might I have too many? |
|
|
Is my gain/loss of accounts acceptable? |
|
|
Are my accounts in the right locations? |
|
|
In what locations am I achieving the best results?
|
|
Segmentation
|
|
|
What kinds of accounts do I have and how do they behave? |
|
|
Which of my products/solutions are account types buying/specifying? |
|
|
Which existing accounts are likely candidates for new product or solution offerings? |
|
|
What other characteristics, critical to my business objectives, do my
accounts possess?
|
|
Performance
|
|
|
How is my account base and different types of
accounts performing? |
|
|
How is my account base and different types of accounts performing against expectations? |
|
|
How are new versus current accounts performing? |
|
|
Which of my accounts are taking advantage of what programs and offers?
|
Prioritization
|
|
|
Who are really my most important accounts? |
|
|
Which accounts have the most potential for growth?
|
Resources
|
|
|
Are my sales resources properly deployed? |
|
|
What resources should I deploy for which accounts? |
|
|
Am I getting maximum productivity from my sales people? |
|
|
What is the ROI of my programs and offers? |
