Best Practice Report

Driving Adoption And Value From Account-Planning Programs

September 12th, 2019

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.

Want to read the full report?

This report is available for individual purchase ($1495).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.