Building a Strategic Account or Achieving your targets What’s the end goal?
Every month, quarter and year-end, we just talk and put our brains on achieving our sales number. Taking all that pressure throughout the year and working hard for the same.
Now let's understand how we do sales. Below I have given the two ways we do sales:
Transactional Sales: this is mostly to do with just the numbers we can achieve. It can be onetime sales or multiple transactions, but the focus is not on relationships or long-term business commitments. Just to give you an idea! when I was working for Market research, we only focused on closing deals asap, and the target was to be achieved daily. My whole intention was to get my numbers done. This will help you sell fast but again a new month new target same story again.
Building a strategic account: This type of sales takes its own sweet time to mature, but the revenue numbers might be your annual targets done with just one account. Building these accounts is no simple task. This involves persistence, customer understanding, stakeholder mapping, trust, and much more. The customer should love you to open doors for that vast pool of opportunities for a single account. It takes more than a year to have a perfect and healthy relationship.
Now you know the 2 ways, as a Sales guy I need a mix of both over the year to achieve my end goal. My key account which i build over the year will help me cover the maximum percentage of my target and the rest I can take care of from the quick sales we do.
This is just from my limited years of experience, would love all your feedback which can be added to my learnings.