May 2017
Beginner
130 pages
3h 17m
English
Content preview from Essential Account Planning: 5 Keys for Helping Your Sales Team Drive Revenue
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Appendix 13
Essential AccountPlanning 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. | |
| 2. The account plans all align with the sales strategy and comprise a piece of the goal. | |
| 3. We have a well-defined account plan structure that is used consistently. | |
| Total for This Key | |
| Average Score for This Key (divide by 3) | |
| 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. | |
| 2. Our goals consider intelligence and insight from our account plans. ... | |
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