Summary
Many organizations invest in account- and territory-planning methodologies and software to coordinate plans for account acquisition, retention and growth. To experience benefits and sustained success, end users must adopt and integrate the planning process into the rhythm of the business. However, planning efforts often fail to yield desired results and devolve into an administrative chore rather than an integral part of the sales motion. This report helps sales account managers develop and drive adoption of an account planning process and program that delivers value to sellers, partners, and customers.
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