The best salespeople I know have a sales plan, check it regularly and update it often. In our dynamic world, this has become imperative- to respond to the changes in our industries, territories, accounts and competition.
1. Check/Update It Often
Have it with you or have it easily accessible (i.e. via mobile access). Keep it up-to-date so that it reflects the changes in your selling environment. Reviewing the plan helps you see what you are missing; key players, articulating important aspects of your offering, responding to important opportunities and threats.
2. Have It in Your Sales Force Automation System
This enables you to easily refer to, review and update the plan. It also makes it visible to other members of the team so they can help you achieve your objectives.
3. Review It with Management
Getting management input helps you catch something you missed and keeps the plan fresh. Further, this enables you to get management support to get access to the resources needed as identified in your plan.
4. Use It in Your Quarterly Business Review
Rather than either starting from scratch to prepare your quarterly business review, or starting with an out of date plan from last quarter, using your current plan saves time. Many of our clients present their quarterly business reviews out of our territory and account planning apps, saving additional time.Tags: account business plan, account management, account management plan, account planning, sales leadership, sales management, sales plan, sales planning, strategic account plan, territory planning