Tiers, LI Tool, Fishbone Diagram

Here’s what we’ll cover:

Estimated reading time: 2 min 2 seconds

1/ Not all accounts are created equal

One of the hardest things for sellers to learn when it comes to territory management is “Less is more”

Most believe they need “more” accounts when they need “more” focus.

The best way to do this is by tiering the accounts in your territory.

There are various methods to do this, however, here’s the simple method we use at Bullhorn.

For AEs:

A = top accounts that fit our ICP (ideal client profile)

B = Good fits, however, timing is off (ex. Just signed with a competitor, long-term contract, etc.)

C = Not an ideal fit or bad fit (could be industry, product fit, etc.)

For AMs:

A = Growth accounts, (ample whitespace)

B = Maintain accounts (just implemented or working to optimize)

C = At-Risk or low-growth accounts

It’s a dropdown in our CRM where we categorize, filter, and manage the accounts.

We review quarterly and make adjustments where needed.

Go narrow to go wide.

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1/ Try this during your next discovery

I recently learned this from a Sales Assembly training run by Rew Dickinson.

The fishbone diagram called an Ishikawa or cause & effect diagram, is a visual brainstorming tool.

Head of the fish = The defect or problem to be solved.

Ribs = Major causes, with sub-branches for root causes (as many levels as required)

It’s a great way to visually deconstruct a problem.

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