Jumpstart 2011: Account Penetration Strategy

I wish you all a very happy and prosperous new year. Over the past two weeks I did enjoy some down-time with my family in observance of Christmas. That was great! Now it’s back to work. Time to grab the wheel again and steer the course for a fast start to 2011. Let’s start with assessing the business that we have with our existing customers. In order to increase your share of wallet with existing customers you need to know how much business you have with them today and identify that business by departments. The next step is to determine how much more business is available in other departments with that customer. We’ve created a 12 Point Account Penetration Check List that allows you to determine what share of wallet you have with existing customers and helps you strategize getting more of it. I’ll be covering this in great detail during our January 12th Sales Productivity Workshop in Nashville.

Don’t let complacency of existing clients bite you in the buttocks!