It all should stem from your data! At the very minimum, internal opinions should be validated against a few years of sales information to create a firm graphic profile of your most profitable accounts. The profile should then line up with the companies on your NAMED accounts list. You should also look for external sources to verify, such as PREDICTIVE profiling, to ensure your teams’ intuition is on track. TAKING these steps should not add a LOT of TIME to your process; it’s really just a matter of weeks, or a month at the most.

It all should stem from your data! At the very minimum, internal opinions should be validated against a few years of sales information to create a firm graphic profile of your most profitable accounts. The profile should then line up with the companies on your named accounts list. You should also look for external sources to verify, such as predictive profiling, to ensure your teams’ intuition is on track. Taking these steps should not add a lot of time to your process; it’s really just a matter of weeks, or a month at the most.