Audiences who saw the fabled Broadway musical, Chorus Line, marveled at the intricate timing and seamless interaction of the dancers as they mastered the choreographer’s precision steps after many false starts in rehearsal.

At the final curtain, the stage is crowded with dancers whose images are multiplied by mirrors strategically placed about the stage.

That’s a tough scene to match.

In many ways one can view the Chorus Line as a metaphor (sans mirrors) for orchestrating enduring major account relationships, which at their optimum, are enduring alliances.

This is a dance, not of two partners, but of many partnerships developed between business entities. A figurative chorus line of relationships that require timing, integrated movement, anticipation, and occasional improvisation played before a senior management audience expecting considerable return for the cost of the production.

With proper direction and judicious investment of resources, a major accounts initiative can become a resounding revenue hit.

How do you recognize a major account hit in the making?

Tags: Baskind, Lexien, Management, sales management, Sales Modeling, Sales Training, Thomas BaskindBaskind, Lexien, Management, sales management, Sales Modeling, Sales Training, Thomas Baskind

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