But most of them have left this field.
Posted: Mon Jan 06, 2025 8:34 am
So to do big customer sales, focus and stick to one track , it takes time to accumulate and polish your abilities and resources, and then you can finally get rewards. 2. How to classify key customer sales Figure 2 Key Customer Sales Classification As shown in the figure above , regarding the grading of key customer sales, I have defined a quantifiable standard based on my own experience. Of course, the specific numbers in the standard can be adjusted based on one's own and customer situations. Key customer sales are divided into five levels: 1 ) Novice Without major customer relationships, customer management and order-making methods, everything is in tatters. 2 ) Primary A few primary schools .
Relationship with key customers (able to influence some business-related but non-critical contacts among customers). Understand the five-dimensional management of key account sales. 3 ) 5-10 intermediate key accounts. 3-5 intermediate key accounts (can influence key decision makers in key departments related to business). Skilled in using the phone leads five-dimensional management of key account sales. 4 ) 5-10 primary key accounts, 3-5 mid-level key accounts. 1-2 strong key accounts (can influence the vast majority of key decision makers in all key departments related to the business, and there are no opponents among the key decision makers). Proficient in the five-dimensional management of key customer sales. 5 ) Top Includes resources and skills required for advanced key account sales. Track + industry experts (bring business inspiration to senior customer executives, gain recognition, and can become friends or mentors). The number of key customers is used in the above key customer sales classification. The following defines the standards for key customers: Place a big order.
With great potential and large scale, this customer may help sales achieve more than 30% of sales performance. Sustainable . Continue to generate large orders, for example, every 1 or 2 years . As for whether each type of key customers with different relationship levels can be measured by digital standards, that is, quantified by scoring, it will be introduced in the following chapters. Figure 3 Career advice for key account sales at different levels As shown in the figure above , I give my personal suggestions for different levels of key customer sales when choosing a company to work for: Xiaobai: Platform- dependent .
Relationship with key customers (able to influence some business-related but non-critical contacts among customers). Understand the five-dimensional management of key account sales. 3 ) 5-10 intermediate key accounts. 3-5 intermediate key accounts (can influence key decision makers in key departments related to business). Skilled in using the phone leads five-dimensional management of key account sales. 4 ) 5-10 primary key accounts, 3-5 mid-level key accounts. 1-2 strong key accounts (can influence the vast majority of key decision makers in all key departments related to the business, and there are no opponents among the key decision makers). Proficient in the five-dimensional management of key customer sales. 5 ) Top Includes resources and skills required for advanced key account sales. Track + industry experts (bring business inspiration to senior customer executives, gain recognition, and can become friends or mentors). The number of key customers is used in the above key customer sales classification. The following defines the standards for key customers: Place a big order.
With great potential and large scale, this customer may help sales achieve more than 30% of sales performance. Sustainable . Continue to generate large orders, for example, every 1 or 2 years . As for whether each type of key customers with different relationship levels can be measured by digital standards, that is, quantified by scoring, it will be introduced in the following chapters. Figure 3 Career advice for key account sales at different levels As shown in the figure above , I give my personal suggestions for different levels of key customer sales when choosing a company to work for: Xiaobai: Platform- dependent .