Top 10 Account Planning Mistakes to Avoid

By Masami Middleton

In B2B sales, driving revenue from existing accounts is far easier than landing net new customers. With so much opportunity available, why do mature sales organizations still “wing it” with their Account Planning process?

According to CEB/Gartner research, only 28% of sales leaders believe their account management channels meet their cross-selling and account growth targets. Thoughtful, intentional account plans provide real strategic insight and actionable game plans for account teams to meet growth targets. For sales managers, account plans provide an excellent foundation for consistent coaching conversations, insight into forecasts, and an overall way of staying engaged with customer activity.

Account Planning is the process of determining the best way to grow and add value to existing accounts. While many organizations engage in both Account Planning and Territory Planning (systematically determining how to optimize impact over a portfolio of accounts), the purpose of this post is to explore the deep dive Account Planning process to dissect one account at a time.

If your team is currently digging into Account Planning (or about to), here are 10 common mistakes to avoid.

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The 60-Day Sales Discovery Challenge in 5 Simple Steps

By Rachel Cavallo

I have recently had multiple conversations with sales leaders who complain that their teams are ineffective at sales discovery.  Their teams don’t know enough about their customers.  They don’t ask the right questions, don’t ask enough questions, and don’t apply what they learn to sell more.

Typically, my question back to them is, “So what are you doing about it?”  I’m a firm believer that teams will rise to the expectations of their leaders, but those expectations need to be clear, succinct, and consistently applied and measured.

I also know that it takes 30 to 60 days of consistent focus to change behavior (the behavior of the sales professional AND the leader).  Widespread, long-term change is daunting, though, so, here is my challenge to you… Take a 60-Day Sales Discovery Challenge with your team with the following steps.

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