2014 Account Business Planning Definitions
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2014 Account Business Planning Definitions

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Are you "Account Business Planning" for 2014? Take a look at the following steps before you get started. Plan right now for a successful 2014 sales year!

Are you "Account Business Planning" for 2014? Take a look at the following steps before you get started. Plan right now for a successful 2014 sales year!

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  • 1. 2014 Account Business Planning Definitions Territory Overview: (completed at the conclusion of the account planning process) The Territory Overview highlights the key themes and issues of each account. It should be used during account reviews with field sales management or with a partner. The following components are the situational assessment portion of the account planning process. Diagnostic: The Diagnostic is the examination and assessment of your accounts (both external and internal) in which you conduct business activities. SWOT: The SWOT is the next step in business planning in which the critical issues are derived. It includes both internal and external factors from which a representative determines critical issues. (Strength INTERNAL) What skills or attributes can we exploit to our advantage? (Weakness: INTERNAL) What skills or attributes do we need to develop? (Opportunty: EXTERNAL) Where in the marketplace can we maximize our growth? (Threat EXTERNAL) Where in the marketplace will we need to defend our business? Critical Success Factors: Critical Success Factors arise from an analysis of the SWOT. They included issues (internal and external) that are most critical to our business and dictate the priorities, strategies, and tactics for the upcoming period. They should be limited to 3 or 4 and are the “here’s what we really have to pay attention to” issues. The following components are the action-planning portion of the account planning process. Goals: A Goal clearly outlines what you expect to accomplish in a given period of time, and should always align with company/brand direction. Goals should follow the SMART criteria: • Specific • Measurable • Action-oriented • Realistic • Time-bound Strategy: A Strategy sets the direction for how you will conduct business. It is any internal or external factor that can affect your business by allowing you to capitalize on opportunities, overcome threats, leverage strengths, and minimize weaknesses. Tactics: Tactics are very specific actions necessary to achieve goals and objectives. They direct who should do what, where, or with whom, and by what date. Execution Tracker: An Execution Tracker includes milestones and/or specific dates necessary to quantitatively determine progress towards goals, measure outcomes of tactics and correct problems. Andre’ Harrell President/CEO AH2 & Beyond Consulting, Inc http://www.ah2andbeyond.com 267-221-8529 Si t u a ti o n al A ss e ss m e n t A ct io n Pl a n ni n g