Account Executives should prospect for new clients less than 20% of the time and only to a Top 10 Strategic Accounts list, with partners, or to current customers. The bulk of prospecting into new accounts should be owned by a separate, dedicated prospecting role. Even for businesses such as consulting that depend highly on relationships, much of the early work of new account research, development, and qualification can be handled by cost-effective, focused Sales Development Reps.
