Building brilliant account management at Edge

The opportunity

Edge is a global business, and as a result there were multiple sales individuals speaking to multiple clients and the approach was not always joined up.

The solution

Developed an account plan process for the whole sales team, and through practical workshops aligned them globally. We helped set up processes to ensure the communication and collaboration continued after the training.

The impact

Individuals recognised where there multiple touch points to the same client, they identified gaps and opportunities with existing clients and created global strategies to grow and retain their biggest clients.

Before the training my team operated in fragmented ways and evaluating a client was a frequent challenge. There is now a uniform approach across the global teams. As a result of this approach, this past month my team delivered $1.6 million in revenue and accurately forecasted within 5% of the final number.

James Cabezas, Head of Customer Success

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