TARGET Account Development Plan
The TARGET Account Development Plan is like all our models, easy to understand and simple to to apply. It improves your knowledge and understanding of your account. This is done by asking you questions and making suggestions. Then it looks at what you hope to achieve with the account. Finally then it goes on to see how you are going to achieve these objectives. In this way it is rigorous to make sure you don’t miss anything. So it can help you deliver your targets
Plan in 3 steps:
Account Development Plan: Assessment
Part 1: The first step is assessment. The plan asks you questions on what you know about your account. It questions you on your knowledge and any assumptions that are being made. There are questions about performance, people and how safe the account is from competitors. the account development plan also looks at the opportunity the account has and the potential revenue that could be delivered.
Account Development Plan: Objectives
Part 2: The next step is on your objectives. Based on your assessment what would you like to achieve with this account? The account development plan asks you questions about your objectives. It probes your assumptions. You will need to establish the reasons why you think the account can deliver these objectives. The plan helps you by being rigorous and really pushing you, because if it doesn’t your competitors will push you even harder.
Account Development Plan: Actions
Part 3: The third step in our account development plan is all about actions. What are you planning to do to deliver on the objectives for your account? What help do you need from others? It looks at the milestones you can plan as you move towards the overall objectives. In this way the model concludes by helping you create a clear action plan for moving your account forward.
Customisation
We customise the Account Development Plan to your business at no extra cost. Typically this includes adapting existing areas of the plan and sometimes adding new areas. This means that when your sales people use the plan it fits their accounts and your business.
The Target Account Development Plan is used in the following workshops
Account Management Training
The plan helps account managers with the basics of planning sales activity.
Key Account Management Training
Working on one major account, the plan helps work out the strategy.
Strategic Account Management Training
Working on a Strategic account usually means working as a team. The plan helps your team get organised and plan your account activity over the next year.
Territory Management Training
Looking at your territory as a whole the plan helps you to plan what you want to achieve and how you will achieve it.
Target is an ITD brand. Check out the ITD website for more soft skills training
Page last updated May 2019
