If you give a salesperson 100 accounts to call on, odds are he or she will actively work the top 20 to 30, receive calls from the next 20 to 30 and ignore the remaining accounts. While this salesperson is busy maximizing his or her commission by focusing on the larger accounts, the company is missing significant opportunity in the smaller accounts. When these accounts are acquired and serviced through the proper channels, priced appropriately and managed well, they can increase the bottom line by several margin points. In turn, those margin points often lift net profit more than 50 percent.
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