Account Planning Checklist

Account planning is an approach to selling products and services for targeted customers through advanced client management. In this Account Planning Checklist you will find out what steps can be taken to reach success in planning sales activities.

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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 

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.

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

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 .....

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