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Saturday, 26 July 2008
 
 

Being on Target --- Five Steps to Grow Market Share

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Being on Target --- Five Steps to Grow Market Share

Targeting is the process of selecting high potential customer accounts to receive intense sales focus. Goal setting translates that high potential into achievable numeric objectives, i.e. revenue and margin growth. Each Territory Manager should select a predetermined number of Target Growth Accounts (TGAs). Creating focus on this group of selected accounts doesn't mean a Territory Manager should ignore other accounts; he/she is always expected to service their entire territory. When making decisions regarding his or her time, however, he or she should always consider these selected Target Growth Accounts a priority. The primary purpose of targeting and goal setting is to keep Territory Managers focused on the strategic objective of becoming the Supplier of Choice. The TGA program can be used as a flexible guide to successful growth through targeting, goal setting and action planning.
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