If your key account plans are integrated into your CRM to drive day to day sales, then you know you’re on the right direction.
It is frequent that organizations do not have any systematic Key Account Planning process in place. Still.
In those cases, account plans are developed in an ad-hoc way, by individuals, often on annual basis, and are not used in driving sales.
I recognize this very well. Do you?
This is problematic. This impacts business performance. Without any doubt. And more greatly than we think. ☔
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Leading organizations I have been working with, all have developed a clear process to identify target accounts, coordinate activities and messaging, and drive sales. Both for strategic and tactical sales activities.
And sales teams leverage those account plans to proactively develop relationships and manage their own activities. A sales manager knows what he has to, what others in the team targeting the same account do, and which message they have to communicate.
☀ So, if your account plan process is well designed, is integrated into your CRM solution, and feeds the pipeline with opportunities, I would say you’re in the right track.
Don’t you agree?