Dormant account

An account with no purchase inside a window, ninety days being usual, or longer than three times the account's own typical interval between orders. Ranked by past value, the list is the reactivation plan.

DefinitionAn account with no purchase inside a window, ninety days being usual, or longer than three times the account's own typical interval between orders. Ranked by past value, the list is the reactivation plan.

Two windows

A global window catches accounts that buy on a normal rhythm. The account's own interval catches the ones that buy monthly and have missed three months, which the global window would call fine.

Not always lost

A contractor between projects, a seasonal kitchen. The rep marks the reason and the account moves to a watch list rather than the reactivation list.

How it is computed

Days since last order compared with a threshold of a stated multiple, usually two to three, of the account's own typical gap between orders. Reported by count and by prior-year revenue.

Example

An account that ordered weekly has not ordered for 41 days against a threshold of 18: dormant. One that orders twice a year and last ordered 120 days ago is not.

Where it goes wrong

A fixed 90-day rule. It lists annual buyers who are fine and misses weekly buyers who left a month ago.

Articles that use this term

Coverage and territory · Sales teams

A new rep's first ninety days, from the data: the list that replaces shadowing

What a newly hired rep should be given on day one from the book they inherit: the accounts ranked by revenue with days since last touch, the returning lines that were bought and dropped, the dormant accounts with their cadence and run rate, the open deals with slip counts, and the tier cadence that says who to call first. A ninety-day plan in three lists, the measures that say whether the ramp is on track, and why it beats a week of shadowing.

16 Sept 20263 min read Wallet share and penetration · Industrial distributors

Category penetration and dormant accounts by branch for industrial distributors

How an industrial, MRO or building products distributor measures category penetration per account and finds dormant accounts per branch from the ERP's invoiced sales: the norm from your own accounts, the valued gap, the dormancy window, and the roll-up that reconciles to invoiced sales.

16 Sept 20264 min read Wallet share and penetration · Hospitality

Corporate rate production: rooms committed against rooms consumed per account

How a hotel group's sales team measures production against negotiated corporate rate agreements from the reservation export: room nights consumed per account per property against the volume the agreement was priced on, the accounts under-producing and the properties they are not using, the accounts over-producing whose rate is now too low, and the list for the annual RFP season.

16 Sept 20262 min read Coverage and territory

Dormancy by industry: order cadence from weekly to annual, and the threshold that follows

A dormant account is one silent beyond a multiple of its own cadence, and the cadence runs from twice a week to once a year depending on the desk. This hub sets out, for twelve industries, the typical cadence, what silence looks like in that industry's data, the threshold that follows, the run rate that values the account, and the seasonal trap in each, with the full guide for each desk.

16 Sept 20263 min read Coverage and territory

Dormancy on ten accounts: the whole arithmetic on one page

The complete dormancy calculation on ten accounts small enough to check by hand: each account's order dates, its own cadence as the median gap, days since the last order, the multiple that makes it dormant and the ceiling that makes it lost, the seasonality flag, the run rate before the silence, the states that sum to ten, and the recovery list ranked by run rate, so a reader can reproduce every figure and then run it on their own export.

16 Sept 20263 min read Coverage and territory

How many days is dormant? Setting the threshold from the account's own cadence

Why a single dormancy threshold of 90 or 180 days is wrong for most of the book, how to set the threshold per account from its own order cadence, the multiple that separates a late order from a lost account, the roll-up per rep, and the two lists that come out: recently dormant accounts to recover and long-dormant accounts to reclassify.

16 Sept 20262 min read