Maximizing Sales Across the Account Portfolio | Sales | Training Programs

Program Name

Maximizing Sales Across the Account Portfolio

Sales reps, partner sales reps and sales managers

This program adapts approaches from Strategic Account Management and applies them specifically to the context of effectively building and managing across a portfolio of account sizes and types.  Participants will learn to identify trends across the account portfolio, leverage strengths, mitigate threats, assess goals and create action plans.

Five 75-minute live virtual modules, typically delivered one per week, and each followed by a Work Assignment of about 45 to 60 minutes

• Improve prioritization and segmentation
• Gain increased understanding of a specific account portfolio to develop superior strategy and focus
• Develop specific plans for the successful short-term and long-term development of an account portfolio
• Craft superior partner strategies and relationships
• Gain a better understanding of the competitive landscape
• Develop prioritized target accounts
• Increase forecast accuracy
• Improve resource utilization

• Business performance
• Achievement of planned business results
• Mutual goal alignment
• Speed of implementation
• Selling efficiency
• Portfolio planning effectiveness
• Focus on accounts that matter the most
• Employee and customer satisfaction rates

Module 1

• Why plan and what’s the payback?
• Introduce the Planning Framework of Assess, Strategy and Plan
• Market and client trends across the account portfolio
  • Business pressures and opportunities
  • Identifying what this means to the sales team
• Current business snapshot
  • Account portfolio analysis
  • Market share
  • Business performance
• Partner strategy (as applicable)
• Competitive mapping
  • Using the Competitive Mapping tool

Module 2

• Strategic SWOT analysis
• Current business opportunities
• Account segmentation
• Partner Planning
  • Partner assessment
  • Leveraging existing relationships
  • Identifying and developing new partners
• Portfolio yield planning

Module 3

• Leveraging strengths and mitigating threats
• Portfolio development strategy
• Selecting investment targets
• Identifying accounts for pursuit

Module 4

• Setting goals and action plans
• Pursuit planning
• Goals to achieve development objective
  • Key activities
  • Rank and priority
  • Resources required
  • Critical dates
  • Dependencies          
• Revenue plan

Module 5

• Share best practices between participants
• Leverage best practices from across the organization
• Reinforce overall account portfolio planning process
• Review and specific areas of challenge
• Keys to implementation success
• Develop personal implementation plans

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