The ‘Account Visit Rapport’ gives you insight into the value and improvement potential of your field sales team. Account managers can be of tremendous value to their employer. For this, it is essential that an account manager's work is well received by customers. But how do you determine this, and how do you make good use of that value?
Every company needs to examine this carefully for itself and its customers. Of course, it has everything to do with costs and margins. But first and foremost, it is about customers' appreciation. Companies that measure how customers rate ‘account visits’ also do so to gain greater insight into the quality of the conversations. After all, there is little visibility into this back at the office.
Providing clarity
In addition to building (and maintaining) relationships and giving inspiring presentations, there is another reason for salespeople to go out into the field: providing clarity. There is reason to visit customers especially when their challenges need to be discussed or when products or services are highly complex. By clearing up uncertainties early on, you can directly influence customers' decision-making process.
Strengths and weaknesses analyses can greatly help account managers improve the quality of their work, provided they receive targeted support from HR and their manager. The questionnaire and reports in the ‘Account visit rapport’ provide a practical guide for developing the sales organization.
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