Account Plan Table Of Contents

Know Your Customer

• Business Definition/Trends :

• Company Overview/ History With This Account
• Financial Trends (Year Over Year Revenue, Profits & Employees By Business Unit)
• Sales By Region (Especially Useful For Global Accounts)
• Customers Products and Principal Competitors For Each
• Key Customers (e.g. Balance of Trade Issues)
• Alliance Partners

• Key Decision Makers and Influencers
• Buying Practices and Policies
• Relationships With Incumbent Suppliers (Quantified, Contract Terms, etc.)

Links To Web Sites and Other Documents, e.g. Organization Charts

Linked information is displayed within a special browser window that is integrated into the application . Information typically includes organization charts, customer bios, web sites, budgets, etc.

Quantify and Qualify What You Will Sell

• Opportunity Forecasting :
  • Pipeline Revenue Summary (Month, Quarter, Years)
  • Sales Project/Opportunity Status & Summaries
  • Revenue Summary By Product (Month, Quarter, Years)
• Graphs and Reports:
  • Filtered By Common Probability Of Sale Criteria
  • Over Fifty Pre-Formatted Queries (Revenue, Profits, Products, Product Groups, Sales Person, Years, etc.)

Develop and Execute Winning Strategies

• Customer's Business Drivers/Unmet Needs
• Competitive Differentiation Assessment (Keyed To Ability To Satisfy Customer Needs)
• Competitive Assessment Of Relationships/Positioning With Key Decision Makers and Influencers
• Account Sales Objective(s):
  • Strategies To Achieve Each Objective:
    • Actions To Execute Each Strategy
• Value Proposition Linked To Customer Business Driver:
  • Describes How We Satisfy Need
  • Persuades Customer To Move Toward Our Account Sales Objective(s)
• Executive Positioning Plan
• Call Planning & Call Reporting

Ensure Customer Satisfaction

• Current Service Related Issues/Sales Obstacles
• Account Coverage Plan By Location and Role (The Virtual Account Team)
• Performance Against Measures, e.g. SLAs
• Customer Satisfaction Survey Reports
• Customer Satisfaction Survey Administration

Execute The Plan

• Specific Accountability, Responsibility, Deliverables and Due Dates
• Query By Date, Account, Or Person(s) Responsible

Directory Of Contacts

• Contact Information (Address, Phone, Fax, Cell, E-Mail, etc)
• Titles, Decision Roles, etc.
• Notes

Download WIN IT® Now: $195 Plus $5 Handling