» Open Courses
Calendar

» Account Development
By Telephone
» Building A Strong Financial Justification
» Consultancy Skills

» Delivering Organisation-Wide Customer Service Excellence

» Delighting The
Customer
» Developing A
Service-Led Culture
» Developing Winning Proposals And Tenders
» Developing High Performing Sales Teams
» Field Sales
Management
» High Performance
Sales Management
» How To Create And Implement An Effective Sales Strategy
» How To Create And Implement An Increase In Sales Performance
» Key Account
Management
» Leading The Sales Organisation
» Leading The
Telephone Team
» Managing And
Leading Remote Sales Teams
» Motivating Sales
People To Perform
» Negotiation Skills
» Operational Sales Management
» Planning And
Managing
Customer Meetings
» Proactively
Developing New
Business
» Sales Time
Management
» Selling … Developing
Key Account Strategies
» Selling … Developing Your Sales Experience
» Selling...Increasing
Sales By Telephone
» Selling...Innovations In Influence
» Selling … Services
And Complex Products
» Selling … The
Essentials For Success
» Strategies For
Dynamic Sales Growth
» Value Based Selling
» Winning Business By Telephone
» Writing And
Developing Account
Plans
 

Writing And Developing Account Plans

In-Company Course Overview

Salespeople and account managers charged with developing sustainable business with larger accounts know the value of planning in driving sales revenue and customer satisfaction. However, having a good account planning process and an account plan template for success is usually easier said than done – what is the right level of plan, what should be in it, how often should it be updated, who needs to be part of the planning process: just some of the questions that conspire to make developing account plans an occasional rather than a habitual process.

Participants will leave this course having an understanding of what makes a good account plan and how to structure their own account plan template. They will have evaluated account planning tools for effectiveness in their environment and have an understanding of account planning as an enabler to high performance.

Who Should Attend

Salespeople or account managers who see the need to have a more structured approach to developing account plans for their accounts. Team managers who need to implement team-wide account planning and create a standard account plan template.

Course Objectives

After attending this sales training course, participants will have the ability to:

  • Assess developing and writing account plans as an added-value activity
  • Identify the components of a good account plan
  • Structure an account plan to fit their business environment
  • Use account planning as an enabler to high performance.

Course Programme

The Context Of Writing And Developing Account Plans
What is the strategic imperative?
Account Plans and their part in building sustainable relationships
The value-adding account plan
The scope of account planning
Ensuring the plan is linked to the future

The Structure Of The Account Plan
The key components:

  • Profile
  • Performance
  • Plan
  • Key opportunities
  • Actions

The 4 levels of Customer Insight:

  • Market drivers
  • Business drivers
  • Positional drivers
  • Personal drivers

Evaluating The Client Base
Segmenting large accounts
Determining the future growth opportunities
Creating a vision and performance objectives
Developing milestones

Developing The Account Plan
What do we know?
Information sources?
Who should be involved?
Keeping it current
Involving the customer
Developing the key players
Sharing the plan

Implementing Account Planning
Making it happen
Addressing the inhibitors
Developing a common process
The value of the template
The review process

To see how this sales training course could help you develop a strong account planning process and account plan template or to talk through your requirements, including tailoring this course to suit your exact needs, please contact:

Claudine McClean
T: 01789 734300
E: claudinem@structuredtraining.com

 

 

Useful Links

To discuss your exact requirements:

Contact Us

 

* * *

 

For our latest thinking:

ST Newsletter

ST Blog