Key Account Planning Tool

1. Key Account Planning Tool Key Account Planning ToolPurposeThe purpose of this tool is to facilitate the development of key account plans. Accountplanning allows you to work backwards from annual sales targets to determine which actionsneed to be taken to achieve your goals & objectives. Additionally, account plans providemeasures that can be monitored and managed.Corporate OverviewProvide a brief description of this account, including annual revenue, key decision-makers,strategic objectives, or other pertinent information.Organizational HierarchyDevelop or acquire an organizational hierarchy to outline business units, managementreporting structure, and decision-making/approval process.Opportunity Size • In a best-case scenario, how much revenue could your organization gain from this key account? Be optimistic, but reasonable, with your estimate. • What products/services does this organization have an implicit need for?Current State of AccountDocument current customers, products/services purchased, any deals that are in progress,and how your company is competitively positioned.Goal State for Account

2. Illustrate your vision for how this account will look in 12 months. You might have cross-sold toother decision-makers in the account, up-sold current customers, or have achieved otheraccount objectives.Account Objectives • Set realistic, measurable, goals for this key account. • How can you further penetrate this account? • What can you do to ensure that this account is retained?Account Action PlanCreate a step-by-step account action plan with goals and objectives that can be monitoredand measured. Consult your key account plans on a quarterly basis to update the informationand track results of your effort. 1. Step 1 – clarify this step in the process. 2. Step 2 – clarify this step in the process. Illustrate your vision for how this account will look in 12 months. You might have cross-sold toother decision-makers in the account, up-sold current customers, or have achieved otheraccount objectives.Account Objectives • Set realistic, measurable, goals for this key account. • How can you further penetrate this account? • What can you do to ensure that this account is retained?Account Action PlanCreate a step-by-step account action plan with goals and objectives that can be monitoredand measured. Consult your key account plans on a quarterly basis to update the informationand track results of your effort. 1. Step 1 – clarify this step in the process. 2. Step 2 – clarify this step in the process.