Selling Today: Partnering to Create Value, 14/e

Managing the Account and Prospect Base

1. 9.5 Describe the steps in managing the prospect or account list

High-performing salespeople today are focused on effectively managing sales activities for all prospects in their database (Figure 9.5). This means the size and number of prospects are more carefully considered. Too few prospects in various stages of the sales cycle can quickly signal problems. Alternatively, too many customers can drain a salesperson’s resources so that too little effort is focused on prospects with the best opportunities. This is a particular problem when salespeople spend too much effort on prospects that have limited potential. CRM software can help organize customer data into meaningful and easy-to-interpret information. ...