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March 31, 2004

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David Foster

In some cases, there may be an organizational solution. Create a VP of Account Management, who is responsible for protecting and growing revenue from current customers. Call centers are now expanded to include the function of selling new product to existing customers.

The feasibiity of this depends on precisely how the sales process works/should work in the business. In some cases, double revenue credit may be necessary...product sold to existing customers is always credited to the VP of Account Management, but may also be credited to the VP of Sales in those cases (typically large and complex sales) where it is necessary to bring Field Sales back into the account.

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