We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. One of the top needs for growing accounts is a better account planning methodology.
As you plan for the new year, be explicit about the support you need from other functional areas. This should include reviewing your account planning methodology and ensuring that all support needs and commitments are reflected in the approach.
Also, be clear about the amount of new business you expect to generate in existing versus new accounts, the amount of new business you expect to generate in existing accounts, and who you expect to generate those opportunities.
The greater the transparency and buy-in, the more successful the outcome.