FUNDAMENTALS OF SELLING
© CANADIAN PROFESSIONAL SALES ASSOCIATION
|
CPSA.COM
KEY ACCOUNT PLAN TEMPLATE
INSTRUCTIONS: Document a pro-active strategic account plan for each
of your key accounts by applying the 4-step account management
process. This plan will enable you to strategize, plan and execute by
identifying all Fundamentals of Selling concepts to effectively grow this
key account with the key decision makers.
Strategic Plan for: ____________________________________________
2. CONDUCT A LOCAL ANALYSIS: Decision Makers & Influencers
Role Contact Name & Position
Decision Making Criteria -
What’s important to them?
Your Strategy/Purpose to
Meet with them
The Final Authority
Users
Advisor
Coach(s)
1. ACCOUNT SNAPSHOT:
Key Account HQ and location:
What is their mission statement?
This year’s Revenue Goal for this account is: $
What are you selling to this account?
What else can you cross-sell or up-sell to this account?
3. DEVISE A STRATEGIC ACCOUNT PLAN: S-Specific M-Measurable A-Achievable R-Relevant T-Time Bound
Opportunity – Apply
SMART Criteria
Last Year Revenue – Actual This Year Goal – Increase Probability Factor
1
Take an Account
Snapshot
3
Devise Strategic
Account Plan
4
Act - Implement
the Plan
2
Conduct a Local
Analysis
THE ACCOUNT
MANAGEMENT
PROCESS
ARTICLE:
5 Steps to Great Account Management
FUNDAMENTALS OF SELLING
© CANADIAN PROFESSIONAL SALES ASSOCIATION
|
CPSA.COM
KEY ACCOUNT PLAN TEMPLATE
COMPETENCY:
Prospecting
FREQUENCY: Yearly with
quarterly updates
Activity to Achieve Goal & Strategy – Apply SMART Criteria Timeline
How much time do you spend on this account weekly, monthly and throughout the year?
How could you better yield your time & revenue on this account?
Key Questions for this Account
When you meet with this account, what are the good and great questions you will ask to better understand this account’s business direction
and goals to explore new opportunities?
Challenges / Considerations to Grow this Account
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Return On Time
Invested (R. O. T. I.)
=
Expected Gross Profit (EGP)
Time (T) requited to capture EGP
Account ROTI
4. ACT: Implement the plan. What will you do in the next 90 days with this account?
