SALES EXECUTION – Account Planning

Account planning is critical to maximize your sales success in your primary target customers.  Whether you are planning for a territory of a few accounts or a large geographical territory comprised of hundreds of accounts it is important to establish goals and to have a plan to achieve those goals.   There are numerous approaches to account and/or territory planning which can be suited to meet the characteristics of your specific offerings and appropriate for your target customers.  It is often helpful to involve customers and business partners in your sales planning process to validate your plans and to get engage the appropriate resources needed to achieve success.

An account and/or territory plan should be comprised of attainable milestones to provide you a measure of your success against the plan and to prompt you to revise the plan if necessary.  Our team can leverage its collective experience and training to help you to develop a plan that will help you to maximize your sales opportunities.

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