Writing And Developing Account Plans
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 a 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: |
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After attending this workshop, participants will have the ability to:
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| Course Programme: |
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The Context Of Writing And Developing Account Plans The Structure Of The Account Plan
The 4 levels of Customer Insight:
Evaluating The Client Base Developing The Account Plan Implementing Account Planning
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