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CRM Best Practice #6 - Implementing Target Account Selling

I've discovered from my own sales staff and another company using Aplicor that the Target Group field on the Account page is somewhat misunderstood. I believe the intent for this field was to provide a one source field for target account selling (TAS). While TAS is used a bit differently between Miller Heiman, Spin Selling and other sales methodologies, the lowest common denominator is generally "Top 10" and "Top 100" account designation - and of course it can get much more specific based on how much detail sales staff or sales managers want to include in their prospecting categories. We continue to have sales staff simply designate their Top 10 prospects and Top 100 prospects using the values in the Target Group field. Our SA has defaulted a Top 10 query so that when every sales person logs in they first see their ten best prospects. The Top 100 query is the next query in the query dropdown field. Using this single field with some simple queries has effectively forced sales person focus to advancing their best prospects before going on to other activities.


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