A common mistake that sales managers make in account planning is that they end up spending too much time on the process and not enough time on the strategy. A sales manager who is good at crafting a strategic account plan will spend more time on the strategy than on the process, but she will not let it be the other way around.
During the planning stage, you need to answer the following questions:
Where do you see your current accounts?
What are the key performance indicators (KPIs) you are focusing on?
What is your prospecting and lead generation plan?
What are your sales rep objectives?
Sales managers can prioritize their accounts based on any combination of the following:
How many sales meetings they have with their accounts?
Are they ready to buy?
How much time they spend with their accounts?
How much time the organization spends on them?
Account planning templates are typically used to plan accounts for sales and marketing. The sales team might use a template to identify accounts and the marketing team would plan campaigns, assets, and messaging to drive growth.
“Having a customizable template for account planning not only helps retain customers but also enables account teams to identify, develop, and execute growth opportunities within their account base.”
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