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21 Ways Account Planning improves Sales Results

Posted by Ron Snyder in Uncategorized | 0 comments

Account managerFocusing on Key Accounts is critical to success.

CSO Insights Sales Performance Optimization Study indicated that:

  • The top 20% of customers produce 64% of revenue.
  • 80% of sales leaders rated key account planning mission-critical or very important.
  • Having account plans in the CRM are most effective.

Ed Bronder, Business  Development Manager  of a Medical Technology company said that having an account planning tool in Salesforce.com “makes Salesforce a usable tool for salespeople… that I can build and manage my plan in.”

Sales teams that are involved in complex selling, in a competitive environment (versus a hyper-growth environment) and that sell a significant dollar value are most likely to benefit from good account planning.

How account planning helps you make your numbers- a Sales Management perspective:

It enables you to:  

4 Questions Leaders Must Answer When Managing Change

Posted by Ron Snyder in Other | 0 comments

Celebrating successful changeThink back on an important change effort that you were involved in; implementing a new direction, system or process. Though some changes go smoothly, most change efforts experience resistance. Why is it an uphill battle? One reason is that we’re biologically wired to resist change. The human body is designed to be homeostatic – stable and balanced. When change occurs, our body makes every effort to restore its original state. The human brain forms neurological patterns that inform our behaviors. The path of least resistance (both neurologically and psychologically) is to continue our current behavior. Another reason is that old habits die hard. Most people prefer to do things “the way we’ve always done them.” With a reasonable effort, however, you can forge a new path… and with it, achieve new results. People react differently to change. Some are open to it; even thrive on it. Others are more risk-averse and resist change. Typically, the people who drive change are more visionary. They can see the benefit of taking a new course. Visionaries need to realize that, even though they see the potential positive impact of a change, it may not be so obvious to others. To be effective, visionaries must sell their vision and the need for change… and have to work harder at maintaining the momentum than they expect! When considering change, our thought process is very similar to how we make a buying decision. We work through a similar set of questions:

  1. Are we motivated to solve this problem?
  2. Is this the right solution?
  3. Is it worth the effort or cost?
  4. How do we succeed?
If you are a leader executing and managing change to drive results, you need to go through this process yourself first, then with your management team, and finally help the people involved realize that the value is worth the effort. Let's explore these questions and how to answer each of them to help those involved embrace the change.