Improving Account Coverage; is about making sure all the players in the game are matched with the demands that the other team, or in this case the customers, put forth. Regardless of job experience or title — the rookie safety might be better than the veteran for this play. Do what you have to do to avoid getting burned on the field. Make sure everyone is on the same page and knows the game plan, you never know when you’re going to have to put them out there. On that note — put me in Coach!
Want to know more about improving your account coverage? What about your customer experiences? If so we’ve got you and the bases covered. Check out Tim’s piece Improved Account Coverage for Better Customer Experiences.
“Covering the Bases” Video
Improving Account Coverage for Better Customer Experiences (Excerpt)
Improving Account coverage isn’t just about a sales person or even assorted parts of the sales organization. It’s about engaging every part of the customer facing organization from Finance, to Operations, Logistics, Customer Service and of course to deliver a better experience. How often have you seen or heard about challenges with integrating different parts of an organization to align with how to best serve the customer?
Often the reality is more like Nirvana’s “Territorial Pissings” where Cobain screamed repeatedly about finding a “better way”. Companies often have individuals and fiefdoms who fight including other team members over control of the customer. It makes for a less than a well-practiced well-prepared team. There is a better way to improve account coverage and the customer’s experience; set the tone from the top. Then give them the game plan, the tools and the training to perform. Continue Reading