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