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Current Key account based sales strategy (Sales cycle (First txn (1.5…
Current Key account based sales strategy
Account focus
120 accounts, spanning 350 factories
Potential ARR = 3.3Cr (<15% assessed)
Initial discussion with at least one factory currently
Focus on marketing communication/events
Stable : 5 nos 50L, 25 nos. 20L, 50 nos. 10L
Sales cycle
First txn (1.5-3Lacs) in 5-6 months
Second txn (5-15Lacs) in 12-14 months
Most of key accounts now in first txn level
Embassy, Blue Star & Sansera moving into second txn
Significant effort of free POC for first txn
Significant effort of value showcase & custom reports for second txn
Team structure
Current : 1 senior, 3 midlevel, 6 junior BDM,
3 of junior BDMs would scale
3 junior BDMs on watch
Adding 1 midlevel, 2 junior BDM
Stable plan : (Hunting) 1 senior, 4 midlevel, 3 junior
(Farming) 1 senior, 2 midlevel
Central sales support (solution architecture, presales, proposals, key relationship followups, emailers
Current sales objective
Deep focus on 120 accounts (52 already with txn)
Improve sales pitch/document quality (centralize)
Unify frontline pitch (portfolio, benefits, process)
Add following in next 2 quarters
forecast
sales cost mgmt.
account profitability
key account as separate stream
customer satisfaction metrics