How does your company rate in major account sales effectiveness? Certain conditions will determine whether or not your company should consider building cross-functional Resource Teams to manage your major accounts. Take this quiz to see if a SMARTS™ Resource Team would help your major account management and sales!
Answer TRUE or FALSE to these questions:	TRUE	FALSE
1. Our accounts often view us as a supplier rather than a strategic partner?
2. Our company competes primarily on price?
3. Our accounts are not aware of many of our services and capabilities?
4. Our account base is comprised of customers that have several layers of key decision makers?
5. We need to be more effective selling at higher levels within our accounts?
6. Our clients often have divisions and subsidiaries that are geographically disbursed, even globally?
7. Our accounts don't understand or appreciate the value we offer them?
8. Our sales people are spending little time exploring and developing account needs?
9. Our managers spend more time fire-fighting than coaching?
10. Our customers always call their sales reps to resolve problems?
11. Our customer satisfaction level is less than desired?
12. Our sales and support resources do not work efficiently together?
13. If a salesperson leaves the company, we lose vital account information, or the entire account?
14. Our sales forecasts normally have a variance of 10% or more?

 

RATING 0	Scale	Level	Status
	9-14	Red	Account Resource Teams are critically needed!
	5-8	Yellow	Account Resource Teams are needed!
	0-4	Green	Doing a better than average job in your account management efforts!
	If your score is YELLOW or RED, visit us at www.chapmanHQ.com or contact us at 800.755.1905 for information on how to get to GREEN by building your Strategic Mega Account Resource TeamS with SMARTS™!