Account
Planning
Program Overview
Vogelman Account Planning sessions utilize the principles of
Strategic Selling to apply focus at the Account Level rather than to
specific sales opportunities.
The format is designed to provide a process that allows the team to
step back from the day-to-day inertia and analyze the strategy and
execution of sales efforts across the entire account. This analysis
results in an active account plan, developed during the program.
This program may be customized in a number of ways from initial
two-day baseline plan development to one-day plan update programs.
The program has been used with many different sized accounts at
varying levels of complexity, from local and regional customers to
national and major global customers.
The Vogelman Program is designed to bring clarity to account
planning in critical areas, including:
- Long Term Vision for the Account
- Strengths and Weaknesses of current
activities
- Evaluate and identify focus areas
for the future
- Strategic alignment with Customer
Initiatives
- Strategic Application
- Evaluate strategies for the account
and each key opportunity
- Analyze and develop responses to
competition
Value Messages:
- Develop executive level value
message
- Develop value propositions for key
opportunities
- Match key value messages with
customer initiatives
- Key messaging contact targets
- Organizational Analysis
- Analysis of customer organizational
structure
- Development of relationship plans
and strategies
- Map key executive level contacts
Action Plans
- Development of Action Plans
- Document key critical business or
other issues
- Develop follow-up Plan and assign
responsibilities
The Vogelman Program is targeted to:
- Sales Representatives
- Service Representatives
- Sales Support Staff
- Sales Managers
Program Length
Leader-Led, 1.5 Day-2 Days,
Prerequisites, None
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