7/31/2025-Strat. planning hurts me bum

Written by

Neil Monnens

in

Daily Quote

“Strategic planning often spoils strategic thinking, causing managers to confuse real vision with the manipulation of numbers.” Henry Mintzberg
SKILL

Whether you’re tracking ahead or behind your Q3 rev target, the last day of a month is a good time to study what your strategic account planners say.

Every seller on the planet labors over strategic account planning, i.e. “…why am I doing this stupid exercise?”.

Well…you created your Q3 account planners many moons ago for this exact moment when you need to pull back to a macro view. If constructed smartly, your planners will help you identify insights and action reminders that require your attention at this stage of the term.

Hitting quarterly numbers is easier when you have a plan.
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DO

Today, review your account plans and focus your attention on these three areas:

1. Who do you need to talk to now to affect rev for the quarter? (Which KDMs need love?)

2. What has Chat told you is new about the macro strategies of your key accounts that you can use to tweak a proposal…or adjust your value prop?

3. What new ideas can you present to your key target accounts that will yield rev this quarter?
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OOMPH

Search “strategic account planning” in YouTube, and you’ll get lame vids from all sorts of Joes telling you what you know.

How’s this literal gem: “…to project accurate revenue, you have to be good at account planning.”

Whisper the words “strategic account planning” to your MySalesDay True North Star, and you’ll get a Short featuring a dude who packs an outlandish time capsule to be opened in ten years.

…sometimes, you don’t need a video tied to the daily MSD theme! Sometimes it’s good to just wander…
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