Best Practices in Strategic Account Planning

Developing and executing a customer-focused account plan is one of the most powerful components of Strategic Account Management and is often the most neglected. You wouldn’t think of running a department or business without a written plan, but too often account managers will manage a multi-million dollar account without a documented account plan. In the book, Building a Successful Selling Organization, the authors state that “a sharp selling organization has a defined, repeatable process to develop account plans to address each customer’s key initiatives. The account plan is the selling team’s critical path to achieving its goals—by achieving the customer’s goals. The selling team’s account


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