
Strategic Account Planning Training
Drive more revenue from existing accounts with strategic account planning training
Lower the cost of selling and improve margins with an agile account management strategy
Richardson’s Prosperous Account Strategy training program offers a customer-centric approach to identifying priority accounts, capturing and analyzing critical information, and developing a strategy to expand and grow existing customer relationships. Participants learn to create value and find the white space in their accounts so that both the sales professional and the customer prosper.

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Strategic Account Planning Training Program Overview
This program trains sales teams to view account planning as a continuous process whereby they engage with the customer to validate their thinking, learn more, and refine their plan.
Account managers learn to organize their work in iterative sprints that begin with account planning where they assess and strategize based on what they know today, then prepare to engage with the customer to validate their thinking and learn more, engage the customer then reflect on the conversation to consider how to advance the relationship, and finally take that feedback and cycle back to the next iteration of account planning where they adapt their plan.
This strategy ensures the plan becomes a living document. And your team remains agile and customer-focused in their thinking and approach to growing the relationship.
Organize and Execute with the Strategic Account Planning Tool
The Strategic Account Planner tool consists of several elements designed to guide your team through the Assess and Strategize stages of the methodology.
The account planning tool helps your team analyze information, think critically about customer relationships, and develop plans to improve their probability of achieving organizational objectives.
Combining account management training with a structured approach and set of supporting tools helps to ensure your sales professionals don’t miss important details.

Strategic Account Planning Training Program Business Benefits
Upon completing the Prosperous Account Strategy training program, your sales team will experience the following business benefits:
- Close opportunities with existing customers faster, generating revenue quicker than developing a new customer opportunity
- Reduce acquisition costs by expanding existing relationships
- Retain priority relationships by learning how to protect against competitive threats
- Focus on the best accounts by assessing relationships against clear criteria

Strategic Account Planning Program Brochure
Explore a program that builds the skills your sales team needs to deepen client relationships and generate high-value sales.
DownloadKey Areas of Content
Accelerate Relationship Growth
Apply a customer-centric approach to accelerate your team’s ability to expand relationships by analyzing key account information to identify opportunities and align with customers’ goals, and create a strong, executable plan.
Build Team Consistency
Create a common, repeatable methodology and language within your team by aligning the account management process with shared skill development and consistent utilization of tools to ensure best practices are embedded in the flow of work.
Identify New Business Opportunities
Account managers learn a model for white space analysis that shows which capabilities create the most value in accounts. By learning how to help clients fulfill strategic initiatives, account managers become indispensable.
Use Tools to Build Account Plans
Utilize the planning tool to evaluate a current account with an instructor to gain insight into individual strengths and opportunities, and get feedback, insight, and ideas to strengthen action plans.
Why Richardson

Our Impact
900Global Clients
3.5M+Individuals Trained
12%5-12% Increase in Revenue
24%Improvement in skill efficiency
35%Increase in knowledge proficiency