1/24/2024-Q2 Strategic Account Planning

Formally appraising your accounts every so often is not enough. You need more time to criticially think about your business. So…work on your strategic account plans regularly.

Calendar Q2 starts in 10 weeks, but your Q2 selling window is based on your company’s sales cycle. (Obviously.)

Two days ago, you were reminded about the importance of understanding your cycle and its effect on your selling strategy.

Whether your cycle positions you perfectly for Q2 planning or not on this day, you need to view your accounts through a strategic lens semi-regularly. Without strategic planning, you’ll just be reacting.

Regular account planning helps you focus on all quarters…not just this one.

Today, blow yourself away by doing some strategic account planning for EVERY quarter of 2024.

Keep your process simple and focus on these three elements:
1. Revenue: make quarterly estimates on active accounts. Use historical data – and your strong qualifying skills in your meetings – to guide you.
2. People: which of your buyers is gonna help you hit your number? Who’s gonna be your champion?
3. Obstacles: what are the specific objections – and internal obstacles – you’ll need to conquer? Itemize them.

Plan the work, work the plan!

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.

Strategic account planning is much easier than planning a birthday party in The Office.

After this 1-minute giggle break, get back to your account sheets…you’ll feel so much better for working on them today.

Strategic account planning is a constant WIP…just a little time and thought on them every week or so will keep you sharp and on target!