I also refer to this as the Rule of “You are Where you Are” with each account.
When I ask Sales People or Sales Managers where they want to be with an account, they often say things Lke:
“We want to be the Main Provider of what we sell.”
“We want to be a Trusted Adviser.”
So, in planning your future activity with an account, you have to be realistic about where you are now. To be “More than you are” at Account is Good. But, you have to determine Where you Are Today.
Too many sales people set unrealistic Goals- they don’t acknowledge where they are today.
So, determine where you are, and THEN Determine your plan for moving to a New Dimension with an Account.