account plan 09/10
TRANSCRIPT
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7/29/2019 Account Plan 09/10
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What the best salespeople know, say and do
Account Plan 09 10
Your Company Nam e and Logo
Client Account Manager
Head Office Location
Parent Company
Account Team
Members
Date Last Updated Sector
Assessment of the Client
Current Status where are we now?
Account Summary
[brief key facts]
Aspirations where do we want to be?
Account Vision
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Account Vision
What the best salespeople know, say and do
Account Plan 09/10
WhoExisting supplier(s)
Comments
Status and Intention
Currently, we view them as: Our future goals are:
Satisfied client Gain toehold Move up value chain
Dormant client Leverage current relationship Maintain status quo
Dissatisfied client Defend and protect Preferred supplier
No productive relationship Re-ignite relationship Repair relationship
Who are Clients Key People we need to get close to?
Level1/2/3
Name Position Areas ofoperation
Strength ofrelationship,
etc.
Comments
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Account Plan 09/10
Client Defence Contact Schedule
Client
ContactName
Our
InternalContact
Frequency of
Contact
Method of Contact Purpose
[Add rows]
Management of the work
[Organisation] OurProduct/
service
Description of Clientsexpectations
Their description ofour delivery
How theywould
score us(out of
10)
Excellence inplanning the
work/project
Excellence in
[Contact Nameat Organisation]
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What the best salespeople know, say and do
Sample Account Plan Template Page 4www.brilliant-selling.com
Account Plan 09/10
ObjectivesPlease list any objectives with regards to the account. These should be for no more than the 12 months ahead only.
Objectives Action Owner Target date Completed
1.2.3.
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7/29/2019 Account Plan 09/10
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What the best salespeople know, say and do
Sample Account Plan Template Page 5www.brilliant-selling.com
Account Plan 09/10
Progress Report
[Client Organisation]
Executive Summary
BUDGET CURRENT POSITION
Financial Objectives Q1 Q2 Q3 Q4 Comments
[Enter Division/Region]
Total
Senior Management Summary
Action Plan Q1 Q2 Q3 Q4 Progress Against Action Plan
Objective Owner Amber Green Red
1. [Insert name]
2.
[Add more rows as appropriate]