Savanta:

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Why have account plans

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Why have Account Plans

  • Provides structure and visibility with regards to managing, growing and acquiring the organisation’s most valuable accounts
  • Provides a way to align and prioritise valuable resource and effort
  • Ensures directed and intentional activity on large accounts instead of leaving it to individual choice

Account Planning Best Practice

Best Practice Is Not

  • A form filling exercise
  • For all accounts
  • A list of opportunities, data points and customer history/google scrape
  • Based on individual preference

 

 

 

 

 

 

Best Practice Is

  • Designed to focus on a small set of accounts that are or are intended to be strategic in nature
  • A way to align and prioritise valuable resource and effort
  • directed and intentional activity on large/developing accounts
  • A combination of the right skills, the right process and the right content

Taken all that in?