Coverage and Account Priority

Coverage and Account Priority

Virtual Selling Tips related to Vital Selling Regimens  by Don Buttrey, President of Sales Professional Training, Inc. In this week’s guest blog from Don Buttrey, we explore the importance of coverage and account priority.

Call reporting can keep us on track but staying on top of the action is much harder from the home office. It is all too easy to get interrupted at home, or to lose the prioritizing system when we work in our traditional professional spaces.

Coverage and Account Priority

1. In this slower market, set an aggressive deadline to call through all the current accounts under your responsibility. Stay in ‘front of mind’ even if their business is slow or on hold.
2. Periodically you should re-prioritize your accounts to adjust to market changes and other dynamics. During this pandemic, re-prioritize your accounts to focus on accounts that are less impacted and offer immediate sales potential. Some customers or segments are actually doing better in this current downturn. Focus on the right accounts and markets NOW. (This also applies to your selection of Strategic Accounts – see next)

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