Planning is a time-consuming activity for a Sales Team. The most important thing is that the plan be actively used. If not actively utilized by the sales organization AND Company Management, it is just a Check the Box Exercise that is a waste of everyone’s Time!.
Sales management needs to show that it doesn’t just give lip service to planning. An Account Execution Plan must be in place and used by everyone to Gain Resources at an Account. If not, why take away time from the Sales Team to build the Plan in the first Place?
A good strategy is for senior sales executives is to ensure that, once built, Strategic Account plans are being reviewed and by Company Senior Management.