Create logical plans for successfully growing revenues in existing strategic customers
The combination of our Major Account Planning training program and tools for Salesforce enables account managers to develop an effective plan for generating high-value sales and raising the level of relationship in major accounts, thus improving margins while simultaneously defending the account from competitive encroachment.
Without this combination of world class methodology and integrated, automated tools, clients face such issues as:
- An inconsistent definition of what account planning actually is
- No strategic planning process in place throughout the organization
- Little alignment across the organization regarding how to approach planning
- Inability to collaborate across teams to identify areas of cross selling and upselling
The Major Account Planning Program and Process is a structured, repeatable approach that allows you to look at your accounts with a “customer-centric”, strategic lens. Our Salesforce native application supports account teams to create and collaborate on logical plans for successfully growing revenues in strategic customers.
Protect and Grow Strategic Accounts
Account teams can objectively evaluate the account, its structure, and political landscape to support the creation of a solid strategy to grow and/or protect business within the account.
To do so, capture all the necessary information about an account such as basic information (annual revenues, website, …), account strategy, the vision for the account, the industry trends and the account teams.
By analyzing the account through different “lenses” account teams can identify areas of focus by understanding what the account is trying to achieve, thus ensuring full alignment of objectives.
Set up the account structure, understand the relations between parent or child accounts, and run a deep analysis of the various key players in an account.
By bringing the account’s structure, their initiatives, and their offerings together, account teams can identify additional areas of revenue (White Space) within the account, which can then be prioritized for pursuit.
Complete a White Space analysis by entering your offerings for a specific account, and define the status of each offering in this account (Cannot sell, Underway, or Whitespace). After this analysis, you know where you can create new opportunities.
Account teams can bring the plan to life through a concrete execution plan with specific actions and events to move the account planning process forward.
Create various execution plan items you need to follow in order to move forward in your account plan.