Approaching Account Planning - IC
Your teams have their respected accounts, segments, & territories. It is time to map out the plan for success. This is an owned activity for everyone on the revenue team. The best reps will include their extended team in this exercise. This will include Customer Success, Business Development, Product (in some cases), and Leadership teams. Look around and ensure your getting a full 360-degree view of your accounts and goals for the year.
Now what?
Plan
Segment and define your ICP. Be judicious around what a successful customer looks like and ensure your team has input.
Determine and align your GTM strategy
Align your goals to the account - work backward from where you want to be.
Don’t focus on why you cannot achieve put a plan in place and incorporate key milestones to your achievement.
Accountable & Actionable
SWOT
Methodology achievement
Aligned on all opportunities
Current customer cross & up-sell
Net new customer acquisition
Whitespace acquisition
New value proposition opportunities
Past profile
Present updates
Communicate
Properly share and communicate goals to the account team
Align your channels and methods of communication (Slack, Linkedin, Discord, Salesforce)
Execute - Accountable
An accountability cadence can be targeted
What are we targeting, tracking, & measuring, - weekly, monthly, & quarterly?
Measure - Actionable
Each milestone should be actionable. Be sure your teams have a clear and conscious path to success. Highlight the clear and actionable steps to achieve your objectives.
Track and measure progress & performance
Discover - Nothing stays the same
Never miss a chance to improve and align to the desired result.
Pivot your plan as the variable change.
If there is an upturn or downturn in the market, economy, or territory what messaging and behaviors need to change?
What is working?
What needs improvement?
At Squivr we help you with your account and opportunity planning natively in Salesforce. Squivr Org Charts, Relationship Maps, & Playbooks can ensure the right amount of accountable activity is being put into your plan of success.
