Account Strategy Template

Account-Territory Strategy Plan Assessment, Understanding, Direction, Accountability

Account/Territory Assessment
Outline what you “SEE ” With The Account/Territory
What is going on?
Major initiatives, players, goals (corporate, functional), objectives, market risks, culture, etc.
What is going on with the account or Territory, What is happening in the industry, what motivates the organization, the players, where does your company fit, how does the culture drive buying decisions, how is the market impacting the organization etc. What are they struggling with,

Organization Assessment
What do you “See ” with your team?
Who is on it, directly an indirectly (what/who makes up the pursuit team?)
Do you have the right resources?
What’s the teams ability to execute?
Where are the strengths?
What are the holes? (if any)
Organization (your company)
Locally (the direct team)
A robust assessment of the team and it’s ability to be successful

Opportunity
Where DO You Win?
What opportunities do you see?
What market/industry/environmental/Client opportunities exist?
Where do you need to be focusing your time based on return on effort?
What are you going to chase and why?
What opportunities provide the biggest ROSE, (Return on Sales Effort)

Goals
What Are You Going To Do?
Based on your account and organization assessment, what are your goals?
Make them SMART
Rarely more than 3

Objectives
What Do You Have To Do To Make Your Goals?
Objectives are tactical and must LINK to the goals and the Account/Organizational Assessment.
What needs to be accomplished in order to achieve the goals (beginning of execution)
Make them clear and concise, depending on goals and assessment, there could a substantial number

Approach
How Are You Going to Do it?
Again, must link to Assessment, Goals, Objectives
How are objectives and goals going to be achieved, what specifically is going to be done to be successful, what is the PLAN? How are things going to be done?
Heavy emphasis on EXECUTION, this is the meat of the presentation. (what resources will be employed, What strategies will be used, where will efforts be concentrated?)

Risks
What Can Screw Things Up?
What could undermine efforts?
What could prevent success from happening?
What is the impact if a risk were to materialize?
How is risk being mitigated?
Is the risk worth it?
This is where risk is assessed and INTEGRATED to the plan?
Identifying risk is key to understanding probability of success

Contingency
If things change, or if the assessment is wrong, what approach or plan will be implemented to ensure goals are met?
What is the back-up plan?

Resources
What Do You Need?
Do you have everything you need to make your goals
If not what is needed?
What is the investment?
What is the ROI?
Is there ROI risk? (if any)

Conclusion
Summary of plan,(not mandatory)
OTHER,
Anything the Sales Person wants to add
Special requests

What Happened QX?
Contrast Quarterly Goals
What I said I would do, What I did
Contrast Quarterly Objectives
What I said I would do, What I did
What worked, what didn’t. (the approach)
What forward (what is going to change, if anything?)

Quarterly Plan Reviews
Breaks down yearly plan into 4 quarters,
Review’s are done quarterly
Link back to yearly plan
Includes assessment of previous quarter
What worked,
What didn’t
What will be changed
Moving forward

Qx Assessment
Quarterly Assessment
What is the Assessment of the Account currently, coming Quarter? What is going on this quarter that will impact the ability to make the quarterly and yearly goals? (see Assessment yearly)
Must LINK to yearly plan

QX Team Assessment
How is the team positioned to be successful?
Are there missing pieces?
Has anything changed?
Do things still LINK well?
A robust assessment of the team and it’s ability to achieve the goals and objectives

QX Goals
Quarterly Goals
Must LINK to yearly!
Must link to quarterly Assessment
See Goals yearly for direction

QX Objectives
Quarterly Objectives
Must link to quarterly goals
Must link to yearly goals and assessment
See Objectives yearly for direction

QX Approach
What needs to be done this quarter to make quarterly goals and objectives?
How are the goals and objectives going to be accomplished?
Must LINK to quarterly and yearly goals and objectives
What is the quarterly effort, execution plan?
See yearly approach for more direction

Qx Risks
What are the quarterly Risks associated with success?
Again, link to quarterly goals, objectives, approach.
See yearly Risks for more direction

Qx Contingencies
What is the quarterly back-up plan?
What will be done if things don’t go as planned?
See yearly contingencies for direction

Qx Resources
What helped is needed to be successful this quarter (if any)
See yearly resources for more direction

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Account Strategy Template

by Jim Keenan on May 26, 2009

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Account Strategy Template — Presentation Transcript