Inline Plastics Playbook v2 JUL-21

Account Based Tools in Salesforce – Account Rating

There are 4 Account Based Tools in Salesforce. They are designed to help us assess customers, leads and opportunities. They help us evaluate the level of our involvement with them and track how we are approaching them. Account Rating is the first one. We use it to quickly evaluate the current quality of the account using two simple criteria – size and level of involvement with us:

Processor Definition

Retailer Definition

Distributor Definition

Salesforce Code Size

D C B A

Small

Under 10K cases/year

Fewer than 50 stores

Under $2M/year $2M - $5M/year $5M - $10M/year

Medium

10-30K cases/year

51-200 stores

Large

30-100K cases/year

201-1000 stores Over 1000 stores

XL

Over 100K cases/year

Over $10M/year

S A L E S P L AY B O O K

The combination of size and level of involvement will help guide us in how we approach the account: A2 & A3: focus greatest sales effort B2 & B3: focus strong sales effort C2 & C3: focus medium sales effort A1, B1 & C1: maintain good relations and regular contact/service Any Letter + 4: improve and strengthen your relationship and ask for referrals D + any number: let distribution network manage the customer

Level of involvement: 1 - Does most/all buying thru your company 2 - Does some buying thru your company 3 - Does no/few buying thru your company 4 - Excellent potential as a Referral source

CONFIDENTIAL INFORMATION – For Internal Use Only

See Sales Playbook Tools Training document for more details: Sales Playbook Tools Training