I get a very questions from B2B Sales people about the ranking of accounts including prospects. This is a fundamental exercise for B2B sales people and it is based off the Ideal Customer Profile. Every existing account and prospect should be classified or ranked according to some standard. The standard is determined by either the company or the sales person.
Here’s how it works. You refer to the Ideal Customer Profile and review what the best customers traits. What sales level do they attain every year, quarter or month. How often do they purchase? Is it daily, weekly, monthly or once a year? How many product lines or SKUs do they purchase? These are simple analysis that every sales person should know well.