Account Planning
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Account Planning
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2-3 days
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An account planning session takes a group of sellers, all selling to the same customer, and leads them through a planning process where they define sales strategy and action plans for that specific account. The account planning session focuses on the early stages of the sales cycle, where sellers are typically identifying new opportunities, seeing how existing business can lead on to new work, finding the influencers and decision makers, understanding the customers structure, business and IT environment. There are 2 variations – depending on the sizes of the sales teams:
· INTEGRATED ACCOUNTS – FOR LARGE ACCOUNT TEAMS, FROM 10-30 PEOPLE, REPRESENTING ALL PRODUCTS AND SERVICES
· CLUSTERED ACCOUNT PLANNING– FOR SMALL SALES TEAMS. IN ONE AP SESSION WE CAN EFFECTIVELY COVER 4 TEAMS OF 4-6 SELLERS – SOMETIMES REPRESENTING SPECIFIC PRODUCTS AND SERVICES.
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