Is Your Account Team Prone to these Pitfalls?

 

Question: What are the pitfalls associated with strategy planning for a TOP Line Account™?

 

Answer: Over the years I’ve observed the same ‘show stoppers’ over and over again with regards to strategy planning for your largest opportunities or critical customers. 

 They include...(more)

Answer: Over the years I’ve observed the same ‘show stoppers’ over and over again with regards to strategy planning for your largest opportunities or critical customers.  They include:


A weak team leader
Strong start, poor execution over time
Prioritizing day-to-day over TOP Line Account™ planning
Thinking inwardly, not outwardly
Narrow focus. Not looking for all the opportunities within the account
Little or no key customer executive engagement
Lack of an unwavering belief that long term strategic account planning pays off
Tactical mindset versus a strategic mindset


On the flip side, when these critical elements are in place, there’s no stopping the team in landing or retaining TOP Line Accounts™!

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