SalesGlobe Sage defines account planning as an action plan (account strategy) to achieve sales goals within major or strategic accounts. The speaker emphasizes that account planning must go beyond an annual document — it should be an actionable, month-by-month and week-by-week strategy the organization follows to hit sales targets.
What is account planning? Account planning, very simply, is an action plan to achieve a sales goal. It's really about the account strategy. And that sales goal is within your major accounts or your strategic accounts. For too many people, too many organizations, account planning is about that document they have to put together every year, and they spend weeks doing it. They present it to management, and then they put it away and they pull it out of the file cabinet next year. And they wonder, gosh, did we actually do anything that we said we were going to do? So it's about getting beyond the document, developing an actionable strategy that the organization is going to be able to follow up on month by month, week by week, to hit their sales goal.
Sales Compensation for Results - Course 1: A Strategic View on Sales Compensation - Trailer
Freative Friday - Episode 98 - Insight in Your Hunt for The Revenue Roadmap Pt 4
Freative Friday - Episode 97 - Insight in Your Hunt for The Revenue Roadmap Pt 3
