The major elements of Account & Territory Planning that your Teams will become familiar with include: planning for success, segmenting for focus, “white space” analysis for prioritization, aligning with client strategy and political & competitive landscape management. http://www.sputnik-3.co.za/solutions/for-small-medium-business/account-evolution/

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ACCOUNT
EVOLUTION
Sputnik-3CustomerCentric
Systems
19MedbornStreet,MidstreamEstate
Centurion,1692
SouthAfrica
Sputnik-3 has three core competencies em-
bodied in the implementation, training and
coaching of;
(1) leadership & organisational development
(2) deep sales methodologies and
(3) customer facing intelligent software

2. Account Teams.
What do you get?
By the end of the program, your organization will
be structured to “Sell like the best of them”!
Your Account Teams will be aligned to execute in
accordance with your overall business strategy,
Account and Territory driven metrics and behav-
iours will be in place to increase pipeline and
close more deals, a sales focused reporting
rhythm will drive collaboration in the business and
your sales tools will be set up to the support per-
formance transformation you are about to go
through.
The major elements of Account & Territory Plan-
ning that your Teams will become familiar with
include: planning for success, segmenting for
focus, “white space” analysis for prioritization,
aligning with client strategy and political & com-
petitive landscape management.
We’ve packaged the Account EVO to work with
your current sales tools and ensure that your Ac-
count & Territory Teams have the necessary
knowledge at their disposal to think and act more
strategically, ultimately brining in more revenue.
Account and Territory Planning share a number
of similar traits, this program caters for both.
How is it done?
The Account EVO is a 25 customer hour pro-
gram that is: a fixed cost, focused on em-
powering you (not requiring us come back to
keep reinforcing or tweaking), rapid to im-
plement, specific to the way you need to sell
and uses the assets you already have.
The program follows Sputnik-3’s agile Im-
plementation methodology and is divided
into five distinct phases:
1) Analyse
2) Define
3) Design
4) Implement
5) Monitor
Each phase has a specific set of deliverables
that are geared towards ensuring that you have a
repeatable Account and Territory management
methodology in place that is supported by your
business rhythm and provide coaching to your
What is it?
The Account EVO is a program for organisations
that recognize the need to generate revenue from
new or existing Accounts or Territories.
Typical challenges these businesses may face
include:
 Not knowing how to successfully enter a new
targeted Account
 Unable to successfully navigate the political
landscape
 Unable to maximize revenue potential from
an Account
 Losing deals to competitors
 Unable to speak the customer’s business
language
 Relationship with a customer is unpredictable
What is the philosophy
behind the Account
Evo?
To provide a structured approach for engaging
Accounts and Territories to maximize their cap-
tured revenue potential.
Contact Us
Sputnik-3 Customer Centric Sys-
tems 19 Medborn Street, Midstream
Estate Centurion, South Africa
info@sputnik-3.co.za
+27 12 661 2142
www.sputnik-3.co.za
Sales Success