Strategic Account Planning Training

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