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: