How to Develop an Account Planning Strategy

How do you think about your sales strategy? If you’ve been doing any sort of sales business for a while. It’s possible that you don’t think about it very much at all. You might rely on the same techniques and tactics that you’ve always used, thinking to yourself — if it’s not broken, why fix it?

If you’re new to sales, it might be difficult for you to wrap your head around what kind of sales approach to take. Do you just start cold calling? Do you focus on any customers you already have in order to make sure they feel tended to and that? You might develop them further?

We’re here to tell you that there’s a better way to plan and think about accounts. It involves creating an account planning strategy that helps you to grow revenue and not have to work every day, twenty-four hours a day.

Furthermore, one of the first things you need to do is to create a planning process that’s much more personalized. It doesn’t mean you can’t bucket your customers and potential customers by certain criteria. But it really involves a deeper understanding of what motivates clients. What pressures they have? What they are looking for in their futures so that you can better respond to them.

You also need to take a hard, data-driven look at existing clients and potential clients. What sort of revenue might there be? Are they a long-shot for converting? Or do you feel like you might be close to getting them where you want them to be? And it includes the basics, such as whether or not you even have the right points of contact and know who the decision-makers really are.

Ready to walk through the process of account planning strategy and make yours more impactful? This graphic can help.

Via Salesforce

Featured Image Courtesy – Salesforce.