The Center for Sales Strategy Blog

Account List Management is easy, but many don’t see it as a priority. 

I suggest you take a few minutes to “spring clean” your account list. You will find many “Aha’s” when looking at it closely.  Here’s a simple outline of how to clean up your list.  

Do you know where 80% of your revenue comes from?

Most businesses would say they have a way they manage and prioritize their accounts, but few of them do it in a way that is strategic, consistent, and is woven into every sales decision they make. Leaders who have a strong Account List Management system should prioritize the following:

• Retention of current customers
• Growth of current customers
• Development of new customers

One of the most difficult things for a seller is releasing an account they have not been able to sell.  It is human nature to keep it, ‘just in case,’ and it is a manager’s responsibility to work with sellers to keep a short list of key and target accounts. 

There are many ways to accomplish this goal.  

Too many sales organizations don't have an Account List Management Strategy (ALMS) or they have one that provides little strategic value. In mature businesses, the lack of a priority-based ALMS is often tied to the following:

• High levels of account attrition
• Limited new business development
• Marginal productivity and missed revenue goals