Account Management

The average sales call costs hundreds of dollars, and the cost continues to rise. Furthermore, most field sales teams have hit maximum capacity and are struggling to cover their current customer base. How do you manage your existing customer base, lower the cost to serve and find new revenue opportunities? For many companies, integrated account management offers the ideal solution.

Integrated account management seeks to economically integrate sales & marketing resources (i.e., mail, phone, field and e-) based on an account's potential value. As a result, higher value accounts receive more proactive touch points than lower value accounts.  Additionally, due to increased complexity, higher value accounts are managed by higher cost resources. 

Most companies that implement an integrated account management program are able to deliver more proactive touch points to a customer, at a lower expense-to-revenue ratio. Additional benefits to integrated account management programs include:

• Improved E:R - Integrating field, phone, mail and electronic touch points optimizes revenue from an account while minimizing the overall expense-to-revenue ratio. An integrated touch point plan is designed to develop deeper relationships while driving incremental revenue.

• Reduced Cost per Contact - Integrating lower-cost touch points with traditional field sales allows greater coverage of accounts and reduces the overall cost per contact.  Accounts that receive ongoing, value-added touch points often perceive more value in the relationship.

• Revenue Growth -  Proactive, ongoing touch points allow companies to find new buyers in an account and offer new products and services to existing buyers. Increased account penetration and product penetration provide a cost-effective way to grow revenue within existing accounts.

Integrated account management programs help companies deepen their relationships with current customers, even in relatively complex environments and business applications.  A well-designed program will help you better utilize your field sales team, grow your existing accounts and build more lasting customer relationships—all at a lower expense-to-revenue ratio.