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Ten Slides in Ten Minutes - Further Thoughts on Account Plan Assessments

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Some further thoughts on assessing the value and completeness of Account Plans.

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Ten Slides in Ten Minutes - Further Thoughts on Account Plan Assessments

  1. 1. Further Thoughts on Account Plan Assessments Bill Graham CP.APMP March, 2015 bill.graham@sales-synthesis.co.za [ +27 (0) 82 570 4124 ] Ten Slides in Ten Minutes
  2. 2. • Better client understanding, positioning your organisation to be able to offer thought leadership as a competitive discriminator • Understanding the heartbeat and soul of the client • Client involvement and buy-in – potentially allowing active involvement in the client’s budgeting process • Sharing of information across cross-functional business units • Formulation of robust relevant account strategies (across geographies, business units etc.) • Early warning and guidance for execution & delivery • Learning for all parties involved (extended team) • Better management insight / client portfolio management. Customers Clients Remember the Journey 2 Well-Crafted Account Plans are a Sales Imperative Account Plans feed the soul of a Sales Organisation
  3. 3. 1. Global Knowledge & Industry Trends • Global Trends Identified • Challenges documented • Solution/s Identified • Impacts defined 2. Holistic Engagement Potential • Completeness • Relevance • Ability to Deliver • Attitude 3 Ensure YOU have defined YOUR Relevant Criteria [1 of 4] Inclusion of 3rd Parties is an Imperative Team Brainstorm the Inclusion of Topics Innovation
  4. 4. 3. Differentiated Account Management • Notable innovative thinking • Holistic view of the account [including decision-makers] • Killer key opportunities identified • Thought leadership in evidence 4. Strengths • Uniqueness & Relevance • Front of Field • Identifiable Benefits • Ability to Deliver 4 Ensure YOU have defined YOUR Relevant Criteria [2 of 4] Brainstorm the Inclusion of Topics Inclusion of 3rd Parties is an Imperative Team Innovation
  5. 5. 5. Competitive Positioning • Critical Vulnerabilities Identified • Plan/s to make Competitors irrelevant • Relevance of Emerging Solutions • Interlock with Client’s Strategic Plan 6. Financial • Appetite for Investment • Availability of Budget • Ability to Generate Sustainable Revenue • ‘Price is not a Strategy’ 5 Ensure YOU have defined YOUR Relevant Criteria [3 of 4] Brainstorm the Inclusion of Topics Inclusion of 3rd Parties is an Imperative Team Innovation
  6. 6. 7. Action Plan • Interlocked & Documented Action Plan/s • Well-defined Communications Plan • Relevant and Tangible Milestones • Correct Metrics and Assessment Plan 6 Ensure YOU have defined YOUR Relevant Criteria [4 of 4] Brainstorm the Inclusion of Topics Inclusion of 3rd Parties is an Imperative Customers Clients Remember the Journey Team Innovation
  7. 7. Top Assessment Criteria – For YOUR Consideration # Criteria Commentary & Action 1 Sound Industry knowledge 2 Holistic view of the account 3 Alignment to YOUR growth strategy 4 Command of the deal timeline/s 5 Thought leadership in evidence 6 Killer key opportunities identified 7 Skills and ability to deliver opportunities 8 Full understanding of Procurement Process/es 9 Solid relationships with buying influencers 10 Notable innovative thinking 11 Robust competitive positioning 12 Major risks & vulnerabilities identified 13 Well-documented Opportunity Action Plan/s 7
  8. 8. Prospect, Customer & Client Sign-Offs Iterative Internal Processes Team Build against Threats Resource Mentoring Leverage a Best-Practice Sales Services Unit [i.e. Sales Operations & Bid Centre] Regular, Realistic & Robust Reviews Knowledge Infusion Align to your Organisation’s Business Strategy 8 Integrated Continuous Improvement is the Logical Next Step
  9. 9. 9 1. Those that dug the hole you’re presently in are unlikely to be able to dig you out of it 2. A client ‘Charm Offensive’ is a dated & reactive strategy/plan 3.Your competitors are planning to vanquish you 4. A commercial led engagement indicates a failure of Account Management 5.Would the Prospect/Customer/Client use your organisation as a ‘Strategic Consultancy’? 6.Positional Power can kill good ideas 7.Any disruptive strategy indicates a ‘failure’ 8.Complacency kills everything 9.What 3 things do you know about the Prospect/Customer/Client that your competitors don’t? Some Points to Ponder on your Journey
  10. 10. Thank You ! 10 …but you must always be on the lookout for them ! bill.graham@sales-synthesis.co.za [ +27 (0) 82 570 4124 ] An Open Door and Open Mind Philosophy is an Attribute

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