In this paragraph, we will discuss how to conduct account planning. Firstly, the account planning methodology has to be agreed at CXO, sales and services executive team level. Secondly, it should be flexible enough to accommodate your company specific needs. Format has to generate the right value for a strategic and operational discussion. Communicate broadly so that everyone understand what is expected.
- Plan creation: promote a collaborative approach engaging the account team. But also functional support groups, like service management, marketing, product management. Here again try to keep it simple. We recommend to work together on powerpoint (next step evolution should be using best practices from SFA tools)
- Account review: provide an opportunity for account teams to keep management abreast of changes impacting customers and competitors. Account review meetings should be incorporated into the sales management cadence and conducted on a regular basis.
#keyaccountmanagement #salesoperations #revenuemanagement #accountbasedmarketing
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