Account Transition

The following Sales Management Tools are part of our "Account Transition" Toolset.  Our Outbound Excellence "All-In-One" Toolkit includes 14 sets of these proven Sales Management Tools, a set for each of the 14 roles of the Sales Management position.

What you see below are "Images" of the tools that you receive as part of your "All-In-One" Sales Management System to allow you to determine the level of value these tools would provide in helping you coach and develop your sales team.

When you purchase the "All-In-One" System you are provided with access to download these tools in a pre-designed, pre-formatted Microsoft Office Application.  Just plug in your data and you have proven, "ready to use" - Sales Management Tools.

Each tool includes unlimited phone and email training and support at no additional cost.

Note: Click any image below for a full screen view.

130. Account Transition Policy 131. Qualification Matrix
The Account Transition Policy can provide one of the greatest motivational forces for improving your sales organization’s performance. The greatest motivational tool your organization possesses is your active buying accounts. The Account Transition Policy allows the members of your sales organization to compete, to earn and manage, active buying accounts from terminated sales representatives. To earn the right to manage accounts from a terminated sales representative, a sales representative must maintain the highest overall rating amongst your top 5 KPI’s. The Account Transition Qualification Matrix measures the KPI performance of each sales representative and then ranks the overall performance of each member as it relates to their ability to earn the right to manage accounts transitioned from terminated sales representatives.
132. Account Transition Quota Adjuster 133. Transitioned Account Analysis
One of the most common areas of sales degradation relates to how accounts are transitioned from terminated sales representatives. Far too often accounts transitioned from terminated sales representatives are simply handed over to the highest revenue producers without any adjustment made to their quota. The Account Transition Quota Adjuster assures that as sales representatives obtain accounts from terminated sales representatives their sales quota is increased at the same level as the previous sales achieved by the transitioned accounts they received. The Transitioned Account Analysis monitors the sales performance of each account transitioned to a sales representative as a result of a termination. Most organizations simply transfer accounts from terminated representatives to their longest tenured sales representatives with minimal transitioned account analysis to ensure these active buying accounts maintain or increase buying performance. Most companies are surprised to discover that it is not the longest tenured representatives that most effectively manage and develop transitioned accounts but rather those with moderate tenure and producing the highest level of effort.

Outbound Excellence Inc. – 877-337-2674 / 602-770-0012 – success@outboundexcellence.com Dave Kalstrom CEO – P.O. Box 424 Maricopa, AZ. 85234