Account planning and management

Account management planning and management facilitates top-line revenue growth without necessarily increasing the number of prospects.

Account planning encourages salespeople to develop a deeper understanding of each customer’s individual needs, motivations, and business situations. This empowers sales managers to find new ways to increase revenue from existing accounts.

OBJECTIVES

At the end of this workshop, participants will be able to:

1. Improve relationships with key account stakeholders
2. Identify tactics for penetrating the account
3. Identify areas of new business and opportunities
4. Prioritize where the team should allocate most of their time
5. Determine the strategic objectives for the plan
6. Follow a structured approach to review the plan