Key account planning

Is your sales process structured in a way that ensures that you retain and gain large clients? If not, you should consider developing a sales account plan to focus your sales team on profitable clients, products and services. Developing and executing a sales account plan can bring significant revenue rewards. To develop your process, follow these nine steps.

1. Identify your sales channels, divisions, and types

Review your past two years of sales, sorting by areas and distinct sales group. Distinct sales groups could include:

  • product line or product category
  • geographic sales area or sales region or country
  • customer type – for example, commercial, government, retail
  • divisions – for example, manufactured goods, distributed goods.

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