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Sales Managers – Try This Simple 5 Stage Client Strategy For Your Team Now.

The VOLTE Account Management Strategic Document

 

When we think of putting together a strategy, we often have thick tomes of information containing executive summaries and analysis. In some areas of a business this is appropriate in others its too much.

 

The VOLTE Document is designed for Account Managers or Sales People who need to produce a strategic plan that is workable and contains specific direction that managers can measure them against.

 

VOLTE

V – Vital – If we know that 80% of our sales come from 20% of our clients then who are these vital few? By identifying the Vital clients that need our attention we have a direction to start off on.

 

O – Outcome – What are the key outcomes that we can look to work on with these vital clients, it could be revenue growth, it could volume growth it could a referral strategy, whichever it is its an outcome we work toward

 

L- Lessons Learned – Quite simply what do we already know about this client having worked with them in the previous year. This helps us to plan and to anticipate what is expected.

 

T – Timing – We need a timeline of action points, when will we start, when will we review progress and when will the outcomes hopefully be realised.

 

E – Exceptions – What are the specific things can could go wrong, and prevent the strategy happening, this is the get out of jail free card, it could be for example a specific market condition such a new entrant in the market.

 

Just a simple VOLTE document really supports an Account Manager have some specific direction. And creates some accountability too.

 

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January 8, 2021January 7, 2021 by serialtrainer7
Posted in Management & Leadership, SalesTagged account management, business strategy, sales, sales managers, sales strategy, strategic thinking

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Simon Hares
serialtrainer7Simon Hares@serialtrainer7·
24 Jan

Been a while since Huxley has had a covering of snow on his roof.

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8 months ago

SerialTrainer7 Ltd
Just jumping back on here for a quick big up for an old friend.Don't you just love it when your friends create something magical?Friends and #sales friends especially, please give it up for the exceptionally talented and truly lovely soul Jenny White . We worked together in sales a long time ago, and she is now celebrating the launch of her brand new book, coming your way on Amazon in just a couple of days.Super proud of Jen, and I hope you get to read her book. An essential sales tome filled with 40 totally essential 'nuggets' of gold to help you sell.Aimed at anyone starting a new business who doesn't see themselves as a sales person but knows they have to do it, or for those setting out on their first steps into sales and need real advice from a real pro. On that last point, even seasoned pros will pick something up.Super proud of you Jen. xx#salesbooks #salestraining #salescoaching #salestips #salestrainer #salesmanagers #salesprofessionals #sellingskills #salessuccess #salesmotivation #salespeople #sales #serialtrainer7 ... See MoreSee Less

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