This document provides an overview of the SalesDriverTM account business planning solution. It describes software modules for improving sales management, including customer segmentation, account management, opportunity management, and sales encounter management. It then outlines the contents of an account business plan, including executive summary, customer analysis, business overview, sales opportunities, account strategy and targets, action plan, and screenshots of the account information, plans/history, opportunities, activities, and reporting tools in the SalesDriverTM solution. The solution aims to help sales teams manage accounts and opportunities more systematically and proactively through a Microsoft Dynamics CRM platform.

1. SalesDriver™ Account Business Plan
Overview and screenshots
January 2010
Tapio Nissilä

2. Overview of SalesDriver™ solution
Software modules for improving sales management
Sales and Marketing Management
Segment Account Opportunity Encounter
Management Management Management Management
Account Sales
Customer Sales
Customer processes Sales Sales Person’s
Selection
Segmentation
Business (solution, Funnel
Gate Model
Desktop
Call
Criteria Plan Planning
product)
Segment Yearly Sales Win & Sales
Segment Sales Team
Business Planning Mgmt Win Plan Loss Call
Reporting Calendar
Plan Cycle Reporting Review Reports
Data
Data Account Opportunity
Collection Sales Value Resource Lead
Collection Management Qualification
for Incentives Quantification Management Management
for Reports Process Criteria
Segmentation
Microsoft Dynamics CRM platform
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3. Account Business Plan
Contents
Section Content
1. Executive summary
1. Executive summary • Summary for top level customer management
• Includes main points from each section
2. Understanding customers business and current challenges
• Customer’s strategic challenges
2. Customer analysis • Customers key development projects
• Strategy, 3 year targets etc.
3. Description & analysis on current state of business
• Wallet share
3. Business overview • Description of current business, current contracts
• Key figures
• Customers stakeholders and our customer facing team
4. Opportunities to solve customer’s challenges
• Opportunities related to customers targets
4. Sales opportunities • On-going development projects
• Identified sales opportunities
Account strategy & 5. Strategy and targets set by the management
5. targets
• Long term objective
• Review period
5. Actions to reach the targets
6. Action plan • Action plan
• Follow-up on actions to reach the targets
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4. Account Business Plan
Screenshot of account information page
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5. Account Business Plan
Screenshot of account plans and history
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6. Account Business Plan
Screenshot of validated and qualified sales opportunities
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7. Account Business Plan
Screenshot of activities
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8. Account Business Plan
Screenshot of reporting tools
Account Business Plan Account Business Plan
Tool for Daily Sales Work Summary Reporting
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9. ResultsFaster time to benefit with CRMmanagement
through systematic and proactive sales