Full Account Management program managing a territory of ‘regional’ accounts coast to coast.
Program Start Date: 2002
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Products/Services: Home Appliance innovator and leader that includes coffee makers, air fryers, blenders, mixers and other countertop products.
Sales Challenges: Reduction in Field Coverage model created revenue risk at smaller regional hardware, education, and distributor accounts that needed better communication about product innovation and quarterly product conversions.
Sales Solutions/Models: Salelytics employed a dedicated sales model to manage a mid-tier territory, including travel to key accounts and industry trade shows. Our Sell-to-Forecast strategy ensures that items are forecasted with great accuracy and assurance of inventory pull through.
Results: The Salelytics team works with over 100 customers, introducing new innovations during monthly and quarterly sales calls. This builds trusted relationships between these customers and the Client and leads to increased year over year revenue. These customers are mainly regionally based distributors from coast to coast.