Appendix 13
Essential Account
Planning Report Card
Key 1: Use the Right Structure |
Grading Areas: Rate on a Scale of 10 (1: strongly disagree; 10: strongly agree) |
1. We have a clearly articulated vision for how the account plans and processes will work. |
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2. The account plans all align with the sales strategy and comprise a piece of the goal. |
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3. We have a well-defined account plan structure that is used consistently. |
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Total for This Key |
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Average Score for This Key (divide by 3) |
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Key 2: Set the Goal |
Grading Areas: Rate on a Scale of 10 (1: strongly disagree; 10: strongly agree) |
1. We set goals for our accounts that are aggressive but achievable. |
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2. Our goals consider intelligence and insight from our account plans. |
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3. We consistently identify a multiple of the account goal (e.g., 2.5x) in potential opportunities from the account plan. |
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Total for This Key |
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Average Score for This Key (divide by 3) |
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Key 3: Create the Habits |
Grading Areas: Rate on a Scale of 10 (1: strongly disagree; 10: strongly agree) |
1. Our account plans and process are simple and straightforward rather than overengineered. |
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2. We have a living account planning process that operates according to a schedule throughout the year. |
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3. Our team is accountable for plans and we effectively manage noncompliance. |
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Total for This Key |
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Average Score for This Key (divide by 3) |
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Key 4: Understand the Politics |
Grading Areas: Rate on a Scale of 10 (1: strongly disagree; 10: strongly agree) |
1. Our leadership creates a healthy direction for our culture and sets good examples that minimize politics. |
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2. We have established clear roles and ownership for the account planning process. |
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3. If there are disagreements or differences, we find ways to come to agreement for the good of the organization. |
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Total for This Key |
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Average Score for This Key (divide by 3) |
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Key 5: Think Big |
Grading Areas: Rate on a Scale of 10 (1: strongly disagree; 10: strongly agree) |
1. We set aspirational goals for select accounts that make us uncomfortable but excited. |
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2. We have visualized as a team what it will look like professionally and personally when we reach that level. |
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3. We engage our customers in our aspirational account planning. |
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Total for This Key |
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Average Score for This Key (divide by 3) |
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Letter Grade Scale |
9-10 |
A: Great. You may be demonstrating a best practice. |
8 |
B: Good. Determine how you can improve your lowest areas. |
7 |
C: Risky. Create an action plan to improve as soon as you can. |
6 |
D: Scraping Bottom. Fix this area immediately. |
<6 |
F: Yikes! Stop the damage and question what you’re doing. |
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