Four Pitfalls That Derail Account Planning

In my last blog, I reviewed the third of four top strategies being used by sales leaders to achieve their 2019 objectives: expanding (vs. simply renewing) existing accounts. In analyzing the 2018-2019 Sales Performance Study, we found sales organizations that excel at expanding accounts have several things in common:
Their salespeople have strong customer and industry knowledge.
Sellers have strong and consistent customer communication skills.
Sales leaders note value-based selling as a strength.
They have a strong account-planning and management discipline.
In this blog, we are going to narrow in on account planning in more detail.
Sales organizations that excel at account planning have win rates 15.1% higher and quota attainment 14.6% higher than organizations where account planning needs a major redesign. Click here to Tweet
Account planning is certainly not a new topic, yet 60% of sales leaders said that within their sales organizations, account planning needs improvement or major redesign. Click here to Tweet
If account planning