Strategic Account Plans: Assessment and Scoring

January 1st, 2018

Steve Silver

Summary

To mitigate the likelihood of sales plans going awry, B2B organizations must apply a consistent account plan template that includes an account history, buying center segmentation, power map, account goals and action items (see Strategic Account Plans: Eight Critical Components). The plan for each strategic account should delineate the account’s current state, its potential for revenue and growth, and a roadmap for sales actions. In this report, we present a scorecard and best practices for assessing strategic account plans.

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