Most sellers put a ton of energy into their quarterly account plans, and then the docs sit dormant in the cloud, getting lonely. (Those poor little planners…sitting alone in the cloud and unattended can not be fun.)

The purpose of all that strategic thinking you did for the quarter was to help you manage your daily selling activities throughout the quarter and year. While it’s tough to get visibility for the upcoming year where you currently sit in early Q4, you will still benefit from writing info down now. Clarity will come for each quarter incrementally.

Start by asking yourself, "What is my revenue estimate per each account, and how will I get it? That question will lead you toward a needs analysis appraisal, ultimately driving you towards people (KDMs) and obstacles.