Focus: Improvement in Key Account Management Solution - Major Account Management (SMARTS)
- Topics:
- Account Management
- Tags:
- Account Management,
- Dell Computer Corp.,
- Sales,
- Sales Channel,
- Sales Force Management,
- Sales Strategy
- Source:
- Chapman Group
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Overview: Dell Computer is a key manufacturer of desktop PCs. Dell Computer identified that they needed outside assistance in developing more "value-based" selling skills. The Chapman Group (TCG) was engaged initially to work with the Federal Systems Group to improve these sales skills. A "team-based" approach to serving the major accounts of Dell was established using the SMARTS key account management technology. This resulted in continued sales growth of 30% and re-established attainment of quarterly profit objectives and establishment of an internal library of immediately available programs.
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