May 2017
Beginner
130 pages
3h 17m
English
Content preview from Essential Account Planning: 5 Keys for Helping Your Sales Team Drive RevenueBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Appendix 12
Sources of GrowthCalculation
This chart helps you understand what percent of revenue in your account is retained or churned from year to year. Additionally, you can determine whether new revenue comes from upselling or cross-selling in your current lines of business, or whether you need to find additional buyers (new acquisition revenue) within your customer to meet your revenue goal.
Directions: Use this chart to determine the percentage of revenue you retain or churn, along with revenue gained from upselling or cross-selling, and if you need additional buyers.
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