Sales Glossary > Account Development

Account Development

Account development is the practice of building and maintaining long-term partnerships with the existing key accounts.

Its main goal is to determine the revenue-generating potential of an account and implement specific engagement programs to drive retention, identify cross-sell and upsell opportunities, grow customer lifetime value (CLV), etc.

Related terms:

An account development representative (ADR) is a person responsible for building and maintaining relationships with specific key accounts.