Strategic Accounts – The 80/20 rule

12 09 2007

You are likely familiar with the 80/20 rule, but did you know that according to strategic sales experts Miller Heimann, in most organizations the ratio has actually grown to an even more alarming proportion? Twenty percent of customers generate 90 percent of the revenue while 30 percent of organizations don’t have key account managers.

Is this true for you? have your tracked this trend? what are you doing about it? what are the consequences of doing nothing? let us know…

Full copies of the Miller Heimann report can be downladed from our website articels page : http://www.cultivar.co.uk/articles.php

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