What
The Companies module serves as the central hub for managing every organization in your market, from early-stage leads to fully engaged accounts and agencies. It consolidates Leads, Accounts, and Agencies into one place, with filtering and export tools to refine data, analyze activity, and maintain visibility across your team.
For managers, this module provides:
A comprehensive view of seller pipelines and account prioritization.
The ability to see account categories (Key, Secondary, Target, Extra, Open) that indicate billing levels and growth potential.
Access to exported reports for tracking seller activity and market penetration.
Why
Managers rely on the Companies module because it enforces Strategic Account Management (SAM) principles. SAM emphasizes focusing time and resources on the accounts that drive the most impact.
Key reasons managers use this module:
Accountability & Activity – Ensures sellers actively work the accounts they claim, reducing “account parking.”
Clarity in Coaching – Streamlined account lists (Targets and Extras) make one-on-ones more strategic by focusing discussion on the most critical accounts.
Pipeline Discipline – Clear separation of Leads vs. Accounts prevents premature claiming and gives managers visibility into early-stage prospecting.
Predictable Growth – By focusing on high-potential accounts and consistently tracking progress, managers can better forecast revenue and coach toward results.
How
As a manager, here’s how you can use the Companies module effectively:
Review All Companies – Start with the master list of Leads, Accounts, and Agencies. Apply filters to view specific sellers, ownership groups, or activity levels.
Coach on Account Mix – Ensure each seller maintains a balanced and disciplined account portfolio:
Key Accounts: Top 20% billing, driving most revenue.
Secondary Accounts: Lower-billing but important for long-tail growth.
Target Accounts: High-potential, non-billing accounts (typical limit 10–15 per seller).
Extra Accounts: Additional prospects with potential, non-billing (typical limit 25–35 per seller).
Open Accounts: Unprotected, available for claim.
Monitor Lead Conversion – Track how and when Leads transition into Accounts. A Lead should only convert after meaningful interaction (e.g., a first meeting scheduled). This keeps the pipeline accurate and prevents premature claims.
Export Reports – Use the Export function to analyze activity trends, monitor prospecting discipline, and prepare data for performance reviews or strategic planning.
Focus Coaching Conversations – Use account categories and activity reports as the foundation for one-on-ones, shifting discussions away from administrative detail and toward strategy and results.
