SOAR TO SUCCESS / Business Acceleration Strategies When I coach salespeople and ask to see their account development plans, I get that deer in the headlights look. They often share they don’t have the time to write a plan. I’m too busy to write growth plans for my large accounts. Or my favorite…I have a plan its just not written down. Salespeople are like customers; their perception is their reality. However, once they develop strategic high-profile account development plans, work their plans and experience the sales growth…they are sold! As sales leaders, we must create a new perception. We must move our sales teams from reactive to proactive revenue growth with strategic account development plans. Just as we want and need our salespeople to evolve from “reps” to “strategic trusted advisors,” we need to teach them how to develop strategic account development plans and coach them to execute those plans. When I teach and coach salespeople, anyone for that matter, I like to use analogies to help what I am sharing stick. Developing strategic account growth plans is much like solving Rubik’s Cube. Most salespeople do not know how to solve this three-dimensional problem. What else do we know? When you have a plan in place, you can ensure you’re growing key relationships, giving each customer the appropriate amount of time and attention that creates value for them. If you’re ready to get started on creating your own strategic account management plans, please visit my blog. Next month’s article will share the critical components of a strategic account development plan and how to pick the accounts that warrant one. If you can’t wait until next month, give me a call, and I will be happy to help you.
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