What would a 10% increase in new account revenue mean to your business? How about 20%? Imagine that for a moment. You’re probably thinking about the great sales rewards trip to Hawaii that you could throw, the organizational awards you might receive and certainly the big bonus check that might result from such a jump. It turns out that you aren’t the only sales executive focused on acquiring new accounts.
Our firm hosted a round table discussion with sales executives from Fortune 1000 companies, and a majority of the group said increasing new account revenue is their top priority. That a majority of the “type-a” personalities at the table would agree on anything is shocking, so we decided to take a deeper look at this topic. When asked why this was their top priority, the group shared several drivers: