According to Tris Brown, who writes for td.org, having a clear plan for dealing with strategic accounts can explain 31% of “the difference between high- and low- performing sales team. [LSA Global research.]” The same holds true for your own management of strategic accounts.
When you walk into someone’s place of business to shop or buy something, what are you expecting?
No matter what kind of traveling you're doing, whether it's through life or across the country by car, if you don't know where you're going, you'll never know if you've arrived. Taking just any road will leave your fulfillment to chance. That's not good enough.
You have opportunities to think about your business growth and your sales growth every day. The big questions are: how and when do you do it?