Use a Structured Key Account Strategy Planner to Sell Wider, Higher, Deeper for Large Account Sales Success
By Michael J Griffin & Graphic by Eka Susanti
Getting your B2B salespeople to use a Key Account Planner is a sure way to sell wider, higher and deeper in larger corporate accounts. Strategizing large accounts using a structured planner is not only a skill but a discipline for both the salesperson and his/her sales manager to protect and expand business. Just like a sports team has a unique strategy for each team they play against, your salespeople should employ a strategy and tactics to beat the competition in the fierce market of B2B long sales cycle sales.
The legally defensible competency profile for Key Account Management by Chally (Spark Hire) identifies the competencies required for salespeople to be successful in winning large accounts. The top competency is a salesperson that “Maximizes Results by Systematically Managing an Account Plan.” You can download the Chally report for the six core competencies for Key Account Management here.
Other research from Rain Group, Imparta or McKinsey that I found clearly indicates that using and coaching on structured Key Account Plans is a revenue generator, a key account protector, and provides for cross or upselling your solutions higher, wider and deeper into large accounts.
Eka Susanti, our ELAvate social media coordinator has developed the “infographic” of our ELAvate Key Account Strategies workshop, and the 6 sections found in our KAS Account Planner. Enjoy reviewing the KAS visual. For more information on our KAS workshop, you can also download the ELAvate KAS flyer here.
Contact me at michael.griffin@elavateglobal.com if you want to explore how you can boost sales to your hunting or farming of larger accounts.
