Janek Resources: SPM February 2019

How Annual Account Reviews Can Shape the Sales Year

The beginning of the year sees a lot of long-term strategic initiatives - from sales training and new product roll-outs to sales forecasting and account reviews. It’s important to note that while the latter two (forecasting and account reviews) are similar in their long-range outlook, they have different purposes and thus should be held separately in many organizations. Today we’ll be looking at account reviews.

The phrase “account review” is used in a variety of different contexts in the sales world. It can mean account executives conducting individual account reviews with each separate...

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