Making Account Plans Actionable, Measurable and Sustainable
Course Instructors
Module 1
Pawanjeet Singh
AVP – Sales
Module 2
Sean Neighbors
Senior Vice President, Global Product Offerings
The course is designed to help account managers and sales leaders transition from traditional to digital account management methods to make Account Plans more actionable, measurable and sustainable. The lessons cover topics such as the
need for account segmentation, challenges in offline account planning processes, and the benefits of going digital.
Lesson #1
Highlights the importance of Digital Key Account Management and focuses on optimizing customer lifetime value and gaining actionable insights.
Lesson #2
Helps learners determine the right time to go digital and learn about the benefits of converting tacit knowledge to centralized intelligence
Lesson #3
Teaches building frameworks for efficient account growth and incorporating competition analysis.
Lesson #4
Summarizes the discussion and focuses on the future of Key Account Management
By the end of this course, participants will learn how to navigate digital account management systems to get maximum ROI from your sales tech landscape. Participants will also learn to make their account management processes more efficient.
Lesson 1: Taking the digital approach to Account Planning
In this lesson, learn why Key Account Management needs to go digital and why it needs to go digital now. This lessons navigates through the topics of :
-
Need for Account Segmentation - Challenges in offline Account Planning processes
- Optimizing Customer Lifetime Value (CLV)
- Monitoring key account performance
- Actionable insights and real-time visibility
Learn how to assess leading and lagging indicators of your key accounts, and not rely on sales superheroes. Get to know the best practices for account managers and sales leaders.
Lesson 2: Knowing the right time to go digital
Through this lesson, you will be able to answer the question whether it is the time for your organization’s Key Account Management practice to go digital. Learn more about the benefits of going digital including:
- Converting tacit knowledge to centralized intelligence
- Improving internal collaboration
- Moving away from relying on Champions
- Relationship mapping and stakeholder engagement
- Improving whitespace visibility
- Optimizing the ROI of your salestech & martech landscape
Learn how to consolidate account intelligence for all the key accounts in your organization.
Lesson 3: Frameworks for Account Growth
In this lesson, learn more on building frameworks for efficient account growth. With this tutorial video , you will learn the essentials for account growth including:
- Mechanisms that lead to account growth
- Need to reach the right stakeholders
- Understanding your customer
- Incorporating competition analysis
- Battling user inertia & prioritizing the right accounts
- Improving automation with efficient planning
Learn more about Opportunity Management for large accounts, bringing frameworks of account growth into your CRM and optimizing a connected apps ecosystem.
Lesson 4: From static to dynamic Account Planning
This lesson summarizes the discussion so far including the need to:
- Have digital key account management
- Move away from static account planning
- Bring the Account Planning process within your CRM
- Determine the next best actions for your key accounts
Learn more on what we think is the future of Key Account Management.
Lesson 5: Creating Measurable Account Plans
TThrough this lesson, you will be able to understand how to create account plans that are scalable and measurable
Lesson 6: Creating account plans for mulitple account locations
In this lesson, you will learn how to create account plans for accounts with multiple locations
Testimonials
“It was insightful! The training helped us uncover how digital account management can help standardize & institutionalize account management methodologies across the organization.”
Sales Enablement Leader
ServiceNow
“Helpful! I agree dynamic & digital account planning is the future.”
Account Management Leader
Philips