STRATEGIC ACCOUNT SALES PLANS
Strategic Account Sales Plan Program
Great sales techniques and solid relationships don’t necessarily lead to success in strategic selling. Indeed, sales tactics are only as good as the sales plan and strategies behind them. If your sales team gets important information late in the sales cycle, receives price objections or experiences stalls, it is likely that you need better sales account planning and key account selling strategies. Indeed, our expertise in analyzing key account situations and implementing successful sales strategies has helped many of our clients elevate their influence and secure incremental sales.
Signs That Improved Strategic Sales Plans Are Needed
- Salespeople are uncovering critical information well after the sales cycle has begun
- Sales cycles are long
- Decision makers are difficult to reach
- Decision makers are not motivated to spend time with your salespeople
- Committees and/or purchasing agents are involved in the buying process
- One or more strong competitors are present
- The account has made decisions in the past that defy logic
- There are few, if any, inside “champions” that help salespeople gain information and access
- The account insists that your firm follow its procurement process
- Your firm is responding to a number of Request for Proposals (RFPs), but has a low close rate
- Your salespeople are not financially-justifying their proposed solutions
- The account had asked for price or other concessions
- There is no written key account selling plan in place
Key Account Strategy Sessions
We can arrange to review one or several of your key accounts and then conduct a strategic account strategy session with key members of your sales team. What you’ll get are effective strategies and action items that provide a competitive edge, shorten your sales cycles and boost closing rates. A number of our clients have used our strategic selling sessions to land multi-million dollar deals!
Our strategic account turnaround and planning sessions typically include:
- Telephone interview and diagnosis of account position and closing odds
- Participation in the account research and needs assessment process
- Facilitation of team account planning sessions
- Development of account action plans
- Facilitation of “milestone” meetings (30 – 60 days after initial plan)
- Assessment of salesperson skill levels and gaps
- Recommendations for new strategies and approach
- Management coaching and follow up suggestions
Types of accounts we’ve worked with include:
- National Accounts
- OEM Accounts
- Resellers & Distributors
- Competitor Accounts
- Strategic Partnerships & Joint Ventures
At The Sales Alliance, we’re adept at helping clients create sales account plans that improve close rates and shorten sales cycles. Just contact us to see how our highly-effective strategic account selling programs can benefit you.
