Sales Account Management Plan



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Revenue Snapshot Customer Value Scorecard Relationship What is the status of our relationship with the client How high in the customer organization is our relationship Perceived Value Does the customer see value in our products Does the customer see value in our services Contact How often do we meet to review the customer’s strategic objectives (Annually, Quarterly, Monthly, Never, Other) Account Goals Does the customer see value in our relationship How often do customers contact you with requirements (Annually, Quarterly, Monthly, Never, Other) Satisfaction Customer s overall satisfaction with us Customer s satisfaction with our products Plan Administration Customer s satisfaction with our services Financial Information The key Financial Information that should be collected to build an Account Plan includes: Revenue last fiscal year Revenue this fiscal year Customer Landscape II.. Revenue Snapshot Revenue growth rate Comments Revenue Snapshot Net Income last fiscal year Net Income this fiscal year Net Income growth rate Comments Revenue Summary The key Revenue Information that should be collected to build an Account Plan includes: FY-2 FY-1 Current FY FY+1 Trend (+/-) Account Goals Solution (or Business Unit) Plan Administration Spend The key Spend Information that should be collected to build an Account Plan includes: Area Vendor Amount Growth Rate Trend (+/-) Notes Document opportunities you have won this year and the value of those opportunities..





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The successful man is the one who finds out what is the matter with his business before his competitors do. | Roy L. Smith