Account
Management Maturity Model
3 Ways to move up the Maturity Model
Design, Develop and Implement a
Sales Process mapped to a Buying Process.
The foundation of any sales strategy is a well-defined sales process that is adopted in the field. Sales Managers can then coach and develop to the process, improve productivity and begin to move up the model.
The foundation of any sales strategy is a well-defined sales process that is adopted in the field. Sales Managers can then coach and develop to the process, improve productivity and begin to move up the model.
Implement a Sales Performance Management System : Baseline the Key Performance Metrics by identifying how to measure these metrics accurately. Use these baselines to gauge performance as you mature. Make sure you understand what the reasons for improvement are.
Stick to the Sales Management Fundamentals : Regular cadence around one on ones, sales meetings, field evaluations and coaching to situational development is key to increasing maturity on the model. Adhering to seeing customers, making sure sales reps spend the majority of their time selling and measuring leading indicators (funnel depth) vs. lagging indicators are essential to success.
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