Help CenterPurpose
Upsell Potentials define the estimated opportunity to expand the commercial relationship with an Account.
This parametrization helps sales teams identify Accounts that may purchase additional products, services, subscriptions, capacity, or higher-value solutions.
Access Path
Control Center → Sales Management → Account → Upsell Potentials
Overview
An Upsell Potential classifies the Account’s estimated capacity and likelihood to generate additional business beyond its current commercial relationship.
Depending on the organization’s commercial model, illustrative classifications could include:
- None
- Low
- Medium
- High
- Very High
Once configured, these values become available in the Upsell Potential field of the Account’s Segmentation tab.
Upsell Potential can be assessed together with other segmentation attributes, including:
- Market Position
- Relationship Health
- Price Leverage
- Price Sensitivity
- Account Tier
- Account Stage
Together, these attributes help sales teams evaluate the Account’s current importance and future growth potential.
Upsell Potentials Landing Page
The landing page displays the Upsell Potentials configured for the organization.
Available Columns
| Column | Description |
|---|---|
| Name | Name used to identify the Upsell Potential. |
| Company | Company for which the Upsell Potential is available. |
Available Actions
| Action | Description |
|---|---|
| Add | Creates a new Upsell Potential. |
| Refresh | Reloads the information displayed on the page. |
| Include Deleted | Displays records that were previously deleted. |
| Export | Exports the displayed information. |
| Columns | Defines which columns are visible on the landing page. |
| View | Opens the selected Upsell Potential. |
| More options (…) | Provides additional actions for the selected record, when available. |
Creating an Upsell Potential
To create an Upsell Potential:
-
Navigate to Control Center → Sales Management → Account → Upsell Potentials.
-
Select Add.
-
Complete the required information.
-
Select Save or Save and New.
Field Descriptions
| Field | Description |
|---|---|
| Name | Name of the Upsell Potential displayed in the Account’s segmentation options. |
| Company | Company in which the Upsell Potential will be available. |
Available Actions
| Action | Description |
|---|---|
| Save | Saves the Upsell Potential and closes the creation page. |
| Save and New | Saves the current Upsell Potential and opens a new blank record. |
| Cancel | Discards the information entered and returns to the landing page. |
Updating an Upsell Potential
To update an existing Upsell Potential:
- Open the Upsell Potentials landing page.
- Locate the required record.
- Select View.
- Update the relevant information.
- Save the changes.
Changes to the name may affect how the Upsell Potential is displayed in existing Account records and reports.
Where the Configuration Is Used
Configured Upsell Potentials are available through:
Sales Management → Accounts → Open an Account → Segmentation → Upsell Potential
The selected value represents the estimated opportunity to increase the value or scope of the commercial relationship with the Account.
Business Examples
The following examples are illustrative and should be adapted to the organization’s commercial criteria.
| Upsell Potential | Possible Business Interpretation |
|---|---|
| None | No additional commercial opportunity has been identified. |
| Low | Limited opportunity exists due to the Account’s needs, budget, size, or current use of available services. |
| Medium | Some additional needs or expansion opportunities have been identified. |
| High | The Account has clear needs that could be addressed through additional or higher-value solutions. |
| Very High | The Account has significant expansion potential and should receive focused commercial attention. |
Business Use
Upsell Potential can support:
- Identification of Account growth opportunities.
- Prioritization of commercial follow-up activities.
- Account planning and portfolio reviews.
- Targeting of additional products and services.
- Identification of upgrade or expansion opportunities.
- Preparation of cross-selling and upselling campaigns.
- Allocation of sales resources.
- Commercial forecasting and reporting.
For example, an Account with High Upsell Potential may justify a structured account-development plan, while an Account with Low Upsell Potential may require only periodic review.
Assessing Upsell Potential
When assessing an Account, sales teams may consider:
- Current products or services purchased.
- Products or services not yet purchased.
- Account size and expected growth.
- Available budget.
- New business or operational requirements.
- Existing subscriptions or commercial agreements.
- Quality of the commercial relationship.
- Previous opportunities and proposals.
- Potential for service upgrades.
- Expansion into additional teams, departments, locations, or companies.
The classification should represent a realistic commercial assessment based on available Account information.
Upselling vs. Cross-Selling
Upsell Potential may cover different types of Account expansion.
| Commercial Approach | Description |
|---|---|
| Upselling | Encouraging the Account to purchase a higher-value, more advanced, or expanded version of an existing solution. |
| Cross-selling | Offering complementary products or services that the Account does not currently purchase. |
The organization may use the Upsell Potential field to represent both approaches unless separate classifications or processes are defined.
Configuration Recommendations
When defining Upsell Potentials:
- Use clear and easily distinguishable classifications.
- Establish objective criteria for each level.
- Keep the number of options manageable.
- Avoid classifications with overlapping meanings.
- Align the values with the organization’s account-development strategy.
- Ensure that sales teams apply the classifications consistently.
- Review the assigned value when the Account’s needs or commercial relationship change.
- Use current Account information rather than unsupported assumptions.
Important Notes
- Upsell Potentials must be configured before they can be selected in an Account record.
- Availability may depend on the Company assigned to the configuration.
- Upsell Potential represents an estimate and does not guarantee future revenue.
- The classification should be reviewed as opportunities, proposals, subscriptions, or Account requirements evolve.
- An Account’s current value and future potential should be assessed separately.
- Before deleting an Upsell Potential, verify whether it is assigned to existing Accounts.
Related Articles
Control Center – Sales Management – Account Parametrization
Control Center – Sales Management – Market Positions
Control Center – Sales Management – Relationship Health Types
Control Center – Sales Management – Price Leverages
Control Center – Sales Management – Price Sensitivities
Control Center – Sales Management – Account Tiers
Control Center – Sales Management – Account Stages
Sales Management – Accounts