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Today it seems that the world changes every six months.

As a result, the facts underpinning most account plans drafted at the start of 2021 have changed.

Now is the time to perform a check-in with major accounts. Sales professionals need to understand how progress tracks with the original intent

In Richardson Sales Performance’s brief, Conducting a Mid-Year Check-in With Strategic Accounts, we look at the three considerations critical to conducting a mid-year strategic account plan:

 

  • Acknowledge that value delivered in the first half of 2021 must be renewed
  • Understand how the solution plays into the customer’s new need for agility
  • Reassess how the customer’s core strategic and revenue drivers have changed

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