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Strategic Account Planning | Sales | Training Programs

Here's some detailed information on our live virtual sales training program, Strategic Account Planning. If you'd like to know anything else about this or our other training programs, don't hesitate to get in touch. Just fill out and submit the form to the right and we'll get back to you within 24 hours. Or call us directly at 888.243.0461.

Program Name


Strategic Account Planning

Who Should Attend

Sales reps, partner sales reps and sales managers

Course Description

This program explores the benefits of account planning and provides the tools to create and execute an effective account plan. Participants will gain insights into the customer’s business environment, opportunities, relationships and competition. Then they will learn how to set clear account objectives and business goals, as well as develop an action plan for building value to achieve long-term account sustainability.


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

After the Program,
Participants Will Be Able To
  • Identify or create sales opportunities with and for a customer
  • Increase win rates
  • Engage earlier in the customer’s buying processes
  • Broaden and deepen customer relationships
  • Shift the focus from selling on price to selling on value
  • Move from transactional selling to strategic and solution selling
  • Understand and leverage business relationships
  • Uncover and capture the total available opportunity
  • Develop superior competitive strategies
Expected Results
  • Business performance
  • Achievement of planned business results
  • Mutual goal alignment
  • Selling efficiency
  • Time management effectiveness
  • Employee and customer satisfaction rates
Course Overview

Module 1

  • Why plan and what’s the payback?
  • The customer’s business environment
    • Strategic concerns and trends
    • Identifying what this means to you
  • Current business snapshot
    • Market share
    • Business performance
  • Relationship mapping
    • Broadening and deepening the business relationship
    • Different types of buyers
    • The Role/Value map
  • Competitive mapping
    • Assessing current competitors
    • Positioning for advantage

Module 2

  • Strategic SWOT analysis
    • The external assessment
    • The internal assessment
    • Matching our offerings to their needs
  • Current business opportunities
  • Influencing current sales opportunities

Module 3

  • Building differentiated value
  • Levering strengths and mitigating threats
  • Identifying areas for pursuit

Module 4

  • Setting goals and action plans
  • Business planning
  • Account development objective
  • Goals to achieve development objective
    • Key activities
    • Rank and priority
    • Critical dates
    • Dependencies and resources
  • Revenue plan

Module 5

  • Share best practices between participants
  • Leverage best practices from across the organization
  • Reinforce overall account planning process
  • Review and specific areas of challenge
  • Develop personal implementation plans
  • Applying the approaches and tools to a broad variety of account situations



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