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How to grow accounts in a crisis

The next 12 months are going to be incredibly difficult for most sales teams. Hitting target is going to be tough.

Where’s the money going to come from?

Existing accounts are the obvious place to start. After all, it’s easier to grow an existing account than win a new one.

The traditional approach has been simple: provide a solution that works, deliver great customer service and your accounts will grow organically. Indeed, 88% of individuals recently surveyed by Gartner believe that providing above-and-beyond customer service is the surest way to ultimately drive growth. This belief is so widely held in our industry that we have even made it central to the way that we target our staff. Of the nearly 700 account managers surveyed by Gartner, 49% are measured by a single revenue goal that makes no distinction between retention and growth....