Short video segment advising sales teams to use account planning to avoid operating out of desperation. Account planning provides a proactive game plan developed with customers and teams, reducing stress and preventing low-probability, panic-driven tactics when targets are missed.
Where's your sales team according to goal this year? Are you running behind? If you're running behind, think about the kind of things that they do. They start following opportunities that they probably shouldn't follow. They start taking low probability shots. Think of those three point shots that we take in a basketball game when we're behind and we're trying to catch up fast. They start doing things they shouldn't normally do and you start operating out of desperation. The idea behind account planning is it allows us to know what's going to happen ahead of time. We have a good game plan so everything that we're doing is operating according to an overall structure and we know what's going to happen with the account because we're working with our customer and we're doing this planfully. It takes a lot of the stress out of selling. When you have an effective plan and you've done it with your customer and you've done it with your team.
Sales Compensation for Results - Course 1: A Strategic View on Sales Compensation - Trailer
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