Worksheet: Rank the accounts, then check the call list

Most call lists follow habit. This sheet ranks every account on what it buys and could buy, and sets how often each rank is contacted. It builds the Competent step of the check:

Customers and prospects are ranked by what they buy now and what they could buy, and each rank has a stated number of visits or calls a year.

Step 1. Rank the accounts

List every active account and the prospects worth naming. "Could buy" is what the account spends on what you sell, across all its suppliers.

Account or prospect	Bought from us last year	Spends on what we sell, all suppliers	Our share	Rank
e.g. Regional builder, three sites	$180k	$900k	20%	A

A: a large account now, or a large spend we do not yet win.
B: mid-sized on both columns.
C: small on both columns.
P: a prospect with a real spend on what we sell.

Step 2. Set the contact each rank gets

Rank	Accounts	Visits or calls a year, each	Who covers it (field rep, phone team, partner)	Contacts a year in total
A
B
C
P
e.g. C	310	2 calls	Phone team	620

Step 3. Put a month of real calls beside the ranking

Rep	A accounts on their list	A accounts contacted this month	C accounts contacted this month	Where the gap is

If C accounts took more of the month than A accounts, the attention sits on the wrong list. Move it first where the gap is largest.

Done when: every account and prospect carries a rank, and each rank has a written number of visits or calls a year.

Adapted from our own sales-organisation reference (PSP, 2011).