The Sales Efficiency and Division of Labour Model
Account Managers primary objective is to reduce Churn and where possible increase incremental revenue from an existing customer base. Customer Retention and Customer Satisfaction are key business indicators.
Technical Service Reps primary objectives are to ensure the buyers design and technical requirements are met completely both pre, during implementation and post sale.
Inside Sales Reps primary objective is to react to inbound sales demand as well as proactively go after net new business eg, selling existing or new products or services to net new customers. Activities may also include, telemarketing for Field Reps. Key difference from a field rep, is the Inside Sales Rep activities are largely desk based.
Field Reps primary objective is to focus on field based business development activities, pursuing strategic opportunities, cultivating partnerships or other commercial relationships, or identifying new markets for its products or services. Ultimately, sell existing or new company products or services to net new customers.