Require each and every sales rep to complete a sales strategy template for all of their targeted accounts to provide a consistent, integrated, well thought out approach to penetrate new accounts and expand into existing accounts. A requirement for any company, strategic sales plans dictate revenue. They typically span a one-year horizon — including granularity for each quarter — and directly impact budgets for the entire company. Strategic sales planning is typically executed top down in an organization, and the most effective plans are clear, concise and continually communicated.
Strategic Account Plan Template - Four Quadrant Go to Market Strategies
Lumiere draws out the best thinking in all your teams, e. Lumiere enables you to assess your current human capital and the potential in new candidates, key traits that could make or break success. We counsel you on how to optimize talent and avoid costly pitfalls. Lumiere brings a new understanding of how to get things done through people. We unlock the attitudes and behavior that create lasting, productive relationships with clients and your own people. Lumiere facilitates the group through a structured process of analysis and planning, assisting them to identify:. I liked that we have a structure and process to follow.
Effective key account penetration is essential if the account is to be managed to maximize your sales and profits from each key account. Account penetration revolves around two aspects of knowledge:. It takes time to build up knowledge in both these areas. Knowledge is added to rather as building blocks in Figure. The key account manager should develop the edge over competition by ensuring he or she works to develop knowledge at the level offline detail on each key account, and then to use that in planning his or her sales and marketing strategies and proposals.
Scaling private companies is tough. We work with our portfolio clients to help prioritize and execute activity that will move the dial. One specific activity that makes a huge difference to scaling, is the ability to farm your key accounts.