Developing Prescriptive Account Plans
Seven Steps for Creating Account Development Plans Designed to Capture Specific Growth Opportunities
Developing effective, action-oriented account plans is not an easy thing to do. If it were easy, sales research studies wouldn't report that less than 30% of companies are actually doing it. In this tutorial, you will learn about:
- How to use your customers' historical purchasing patterns to gain an understanding of the elusive "overall wallet spend."
- How to identify and quantify the two different types of organic growth opportunities that exist across your entire customer base.
- How to prioritize the opportunities and develop prescriptive territory- and account-level plans focused on specific actions.
- How to close the loop on each element of the plan and gather intelligence that can be used to improve the process.
This tutorial is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
-
Developing Better Forecasts
In this on-demand webinar, learn about the seven major ways in which leading teams are approaching sales forecasting very differently to boost speed, accuracy, and overall performance and results.
View This Webinar -
How Strict Pricing Enforcement Killed a Product
Strict enforcement of pricing policies can seem like a great idea. But this comical case study sheds some light on the perils of enforcing policies that are lacking (and somewhat ridiculous).
View This Case Study -
Boosting the Sales Ops Team's Influence
How can Sales Ops implement their plans and improve results when they lack the direct authority to ensure that those plans are executed? In this session, learn to leverage the principles of influence and persuasion.
View This Webinar -
Closing the Skills Gap in Sales Negotiations
In this Expert Interview, Jason Levinson discusses the latest methods and innovations in negotiation training for salespeople. Closing the negotiation skills gap is not a hard as you might think!
View This Interview
Why Subscribe?
When you join your peers and become a SellingBrew Playbook subscriber, you get immediate access to this tutorial as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial sales ops topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in sales who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific sales ops challenges