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Account Planning Checklist

The document outlines a 4-step account planning process: 1) Review account history to analyze past customer information and sales success factors. 2) Explore the current state by reviewing current deals, sales team performance, and strategies. 3) Look for opportunities by analyzing the market, mapping solutions to customer needs, and gathering feedback. 4) Adjust the plan by reviewing status, updating for new opportunities, and ensuring the sales team follows the updated plan.

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Ghassan Qutob
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214 views1 page

Account Planning Checklist

The document outlines a 4-step account planning process: 1) Review account history to analyze past customer information and sales success factors. 2) Explore the current state by reviewing current deals, sales team performance, and strategies. 3) Look for opportunities by analyzing the market, mapping solutions to customer needs, and gathering feedback. 4) Adjust the plan by reviewing status, updating for new opportunities, and ensuring the sales team follows the updated plan.

Uploaded by

Ghassan Qutob
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOC, PDF, TXT or read online on Scribd
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Account Planning Checklist

Account planning means a process for creating a plan that identifies sales opportunities and defines a course of action for
exploiting these opportunities. The following Account Planning Action Plan explains 4 steps for doing the process. These steps
are:
 Review Account History
 Explore Current State
 Look for Opportunities
 Adjust the Plan

1. Review Account History.


 Review all sales-related documentation and look for any information that describes past and current customers of
your company
 Get customer profiles and carefully analyze them
 Have a snapshot of every customer’s activity for the last several months
 Review sales history along with values that have been created for your company
 Look for any competitive footprint that could describe why your customers decided to purchase your
products/services
 Analyze successful deals and try to determine what factors have caused sales success
 Analyze failed deals and try to figure out their reasons
 Review current state of sales and check what issues and problems remain pending
 Identify past references and quotes

2. Explore Current State.


 Get the latest data about deals with current customers
 Sort all the deals by success and failure
 Understand reasons of failed deals
 Check if those reasons remains the same as in past periods
 Think what solutions can be implemented to handle the troubles
 Evaluate performance of your sales team to see if every salesperson works fine
 Check if your team uses correct sales methods for dealing with customers
 Understand what your company does wrong. For example, it may run ad campaigns that do not impact target clients
 Be sure there is a good strategy for planning pre-sales and post-sales negotiations, including phone calls, meetings,
presentations, demonstrations, etc.

3. Look for Opportunities.


 Be sure your sales department has a good base of knowledge regarding current and prospective accounts
 Force your team to use this knowledge base in prospecting and lead generation
 Analyze the market your firm operates in and check if your products/services are competitive and unique
 Determine what sales opportunities are open to your business
 Construct a roadmap for future sales activities
 Have a list of potential, qualified and confirmed sales issues that your customers may deal with
 Know what solutions can be used to handle those issues in advance
 Map out company capabilities and offerings that will address customer needs
 Think what improvements can be made to your team, procedures, and overall environment
 Brainstorm your salespeople to identify what other improvements can be made
 Gather feedback reports from your team regularly to track performance status of the selling process
 Be prepared for running new ad campaigns and other promotional events that must strengthen your company’s
position in the market
 Develop an action plan that specifies how to exploit open opportunities

4. Adjust the Plan.


 Review status of your plan to immediately detect and respond to any issues that arise
 Check if your current sales quotes and orders are relevant to customer demand
 Update and correct the plan immediately after new opportunities are identified and your company is ready for
exploiting them
 Conduct short meetings and briefings with your sales team to review status of the plan and discuss current issues and
conflicts
 Be sure there is a pre-sales negotiation schedule that is regularly updated and corrected as to the plan
 Be sure your salespeople take care of post-sales negotiations with customers.

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