What is Sales account management?
The main difference between a contact manager and a CRM is how contacts are perceived and handled.
In a contact manager (such as Outlook or your phone’s contact list), a contact is self-contained. However, a CRM treats a contact as a part of an organization, the “account”, the place where the contact is employed.
Why is sales account management important?
In real life, no decision in a company is individually handled or taken. As a sales organization it is important to recognize not only the role of the individuals in the organization but also the interplay between them. The roles in a specific purchase process are important to know and that too in the context of the overall hierarchy within the buyer organization. It is important to keep track of people movements as they also represent opportunities or threats to your standing within the account.
Nurturing an account is important for the long term
We all know repeat business is important. Because client acquisition costs are high, repeat business is where the profits are and building long term relationship is the way to get it. Sales Account Management is the way to earn repeat business.
Not all accounts are created equal
An account that shows a lot of activity and has given business in the past and has ongoing business opportunities, deserves your attention. What better way to know which are those accounts by Saleswah CRM’s convenient mini-dashboard on the Accounts Details screen? Handy as well, if you are the boss to understand at a glance which of your accounts are worth your time.