Best Practice Report

Sales Coverage Planning: Getting Account Selection Right

January 1st, 2018

Summary

Named-account programs represent a significant investment for B2B sales and marketing teams. Identifying the right set of named accounts is a critical component of building the sales coverage plan. A structured approach to account selection should include collaboration between functional groups to ensure that sales and marketing resources are focused and aligned. In this report, we describe four sets of considerations for selecting named accounts during sales coverage planning.

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