29 March 2018: 9.00 – 10.00 am BST :

     20 minutes power session with 40 minutes Q&A.  We will explore more about converting your business plan into an account plan, in this APS Power Session :

We will explore more about converting your business plan into an account plan, in this APS Power Session.

There are a lot of companies that use different account planning tools. We don’t want to compare the technical merits of each system, instead we would like to share account plan best principles, which should be applicable to all – whatever system you are using.

When converting your business plan into an account plan you should consider the following:

1. Have a plan for each prospect or account which you feel, from your business plan, will be a contributor to your goal.
2. Make sure your plan is built in collaboration with all the resources in your company that will be needed to make the account successful.
3. If it’s an existing account you should document:
i) your sales history
ii) install base (if applicable),
iii) share of wallet and..
iv) understand your competitors’ activity
4. Get to grips with the organisational chart and structure and identify areas to have “new” conversations.
5. In a perfect world, co-create the plan with your customer.
6. Review your plan throughout the year with your manager – agree regular reviews, with your wider team and in quiet reflection on your own.
7. To make your reviews worthwhile, document your progress against your plan at regular intervals.

Other Technical Details:
– We will be using GoToWebinar.
– You can join our session by using a Mac, PC or a mobile device.

Denise Bryant
APS Group MD