Definition of Account Planning: A dynamic, Ever Changing Plan that ensures greater and long term Sales success.
The Process we focus on is Account Execution Planning. Its Execute, Execute, Execute
To go down a Good Path means that you have a Real Plan that Is Really Executed. Not done, and then everyone goes back to business as usual.
A key element is to always be sure to understand your customer’s Ever-evolving needs. This means that you need to stay current on your customer’s business status. If you don’t do this, the odds are that whatever you position (plan to sell) will be out of date with customer needs. Account Planning is labeled “dynamic” for a good reason: Proper Plans are updated in an ongoing basis based on ever changing work with the particular Customer.
To be effective, the Planning Process must include several Elements:
It must be:
• Dynamic: The plan is continually changing, because things are continually changing. The Planning Process is ever changing, because that is the nature of most successful relationships with Clients
• Team-oriented: Getting the right Resources from the Customer Engaged with the Seller or Selling Team, ensuring that all who will interact with the Customer will form a unified front in their interaction with the Customer
• Relationship-based: Unless you are selling today’s version of a “Hot” Product, building and maintaining a Relationship with your Buyer will make or break 95% of all Selling situations.
• Collaborative: Working both with your organization and then with the Customer Elevates how the Customer will think about the Seller and/or Selling organization.
• Ever evolving: In this day and age Plans have to be updated on an ever-increasing basis. Is this the sign of a bad plan? Quite the Contrary, in most cases, it is the sign of a very good plan. As Progress is made, the plan needs to be updated to reflect the progress that has been made and where we will next work on advancing the work we are doing with each Customer.
So, is it Business as Usual or a Plan for Success in 2016?