Key Account Planning over the decades has become complex and theoretical. Most Account Managers just check the box by filling in the template at the beginning of the year and forget about it. In some companies, I have seen the worse. Good Account Managers (who achieve their numbers) just ignore the templates.
Account Planning has been around for years. Did you know that 65% of a company’s business comes from existing customers? Or that 80% of your future profits are likely to come from 20% of current customers? In other words, building and cultivating healthy relationships with clients is one of the most effective pathways to exponential growth. With so much at stake, it’s no wonder that 61% of companies consider strategic account management as the key to increasing revenue, profits, and customer satisfaction.
While the importance of account management is unquestionable, its implementation leaves a lot to be desired even today. In fact, 71% of companies believe that sales improved by less than 26% since launching their Account Management programs.
This observation made us launch ‘Account Planner Pro’ last month while we already have ‘Account Planner Enterprise’ with all the bells and whistles.
Account Planner is simple, beautiful, and thus powerful. This is the easiest account planning ever if you use Salesforce or Microsoft Dynamics. This is one pager app inside your CRM where-
1. Zoom in to your account to build an Account Landscape in 60 seconds.
2. Map opportunities to know where your current engagements with the customer are and therefore where are ‘whitespaces’ of growth.
3. Map competition & relationships
4. Create a plan with revenue goals and activities.
5. Track the progress
I promise you that Account Planning was never this easy.
Salesforce Account Planning and MS Dynamics Account Planning are at your fingertips.
Go ahead TRY – Ask your CRM admin to install