Create three tiers: strategic accounts (deep engagement), target accounts (active pursuit), and opportunistic (respond but do not initiate). Spend 60% of your time on the top two tiers.
Strong answers cover: segmenting accounts by potential value and likelihood of conversion, researching target accounts, creating a tiered approach (strategic, target, opportunistic), allocating time proportionally, and reviewing and adjusting the plan regularly. Best candidates discuss the discipline of saying no to low-potential opportunities.
Tests strategic thinking and time management. Salespeople who spread effort evenly across all accounts are inefficient. Those who prioritise strategically and adjust based on data consistently outperform.