Sales Thought: If you Do Account Plans, you must use those plans to manage the Sales Process

Strategic Account Planning is a time consuming activity for a Sales Team. The most important thing is that the plans be actively utilized. If not actively utilized by the sales organization and the Entire company, particularly senior sales management, they will rapidly become nothing but a Check the Box Exercise and a waste of time.

Sales management needs to show that it doesn’t just give lip service to planning. A Strategic Account Plan must be in place and used by everyone from the sales person to the senior sales manager involved.

If not, the Sales Team will rapidly realize that Strategic Account Plans no real, and the order of the day is still Spreadsheets.

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