Where We're Going - Account Planning
Est. Time - 25 min.
Follow the animations to know where to click, or use the arrows at the bottom of the slide to advance to the next screen
Account Planning Overview
Overview
Account Planning
Understanding how to maximize available insights in order to win more deals
Let's Get Started
In this module we will:
1.
Review the key components to understand and manage Account Plans
2.
Check what you've learned with a Knowledge Review
Are you ready?
Yes
Click on any title to go directly to that section
Import Opportunities
Overview
Creating a Plan
Insight
Knowledge Check
Objectives
Deal Review
Relationships
You Are Here
Account Planning: Overview
Planning and strategizing to maximize revenue
Next
The Purpose of Account Planning
Planning and strategizing about maximizing revenue from your customers is essential
Account Planning helps you deepen your understanding of your customer's business
It helps you grow existing revenue, and also uncover additional revenue, that may otherwise remain hidden
Access Account Plans
To view Account Plans, click on the Accounts tab on My Dashboard
Here, you can access all of your Account Plans
Access Account Plans
You can also get to your Account Plan from within an Account Record
Go to an Account and click on the Account Plan tab
Access Account Plans
Overview of the Account Plan
Click on the icons below for high-level descriptions of the Account Plan page
Click on any title to go directly to that section
Relationships
Creating a Plan
Insight
Knowledge Check
Objectives
Overview
Deal Review
Import Opportunities
You Are Here
Creating an Account Plan
Create an Account Plan to undertstand the customer's business
Next
Account Planning: Creating an Account Plan
An Account Plan helps you to build long-term business relationships in a complex marketplace
Create a new Account Plan from My Dashboard
Click here to create a new Account Plan
Account Planning: Creating an Account Plan
You can also create a new Account Plan from the Accout Plans tab within an Account Record
Click here
Click New Account Plan
Account Planning: Creating an Account Plan
After you have clicked "New Account", you'll be brought to the Account Planning Setup Wizard
The Setup Wizard has 5 pages - this is the General page
Enter the Account Plan name
Select Account Plan
Click Next
Account Planning: Creating an Account Plan
This is the Team page
Add team members to the Account Plan
Adjust Plan Access
Add team members
Select a Chatter group
**This is optional
Click Next
Account Planning: Creating an Account Plan
This is the Account Structure page
Add Accounts to the Account Plan
Or you can add Accounts to be displayed individually within the Plan
You can choose to add Accounts within groups in your plan (Roll Up Rows)
Account Planning: Creating an Account Plan
After you have added Accounts, take a moment to review what you have selected before moving forward
Click to group Accounts
Click the target icon to indicate Accounts that require focus within the Account Plan
Account Planning: Creating an Account Plan
This is the Solutions page
Add the solutions that you intend to sell
Drag individual solutions from the left box to the right box in order to add them
Account Planning: Creating an Account Plan
This is the Targets page
Add in the projected Account Planning period and Revenue Target
Add the end date
Enter the Target Revenue amount
Click here to finish creating the Account Plan
Click on any title to go directly to that section
Creating a Plan
Overview
Import Opportunities
Relationships
Insight
Knowledge Check
Objectives
Deal Review
You Are Here
Import Opportunities
Bulk Import Opportunities into your Account Plan
Next
Account Planning: Import Opportunities
Bulk Opportunity import enables you to quickly add a batch of current and won Opportunities to your Opportunity map at the same time
Click here to bulk import Opportunities
Account Planning: Import Opportunities
Review the Opportunities that show up when you enter this view
This lists all current and won Opportunities belonging to any Accounts associated with the plan
Click on the check boxes to select the Opportunities that you want to import
**Click for more
Account Planning: Import Opportunities
Associate a solution with each Opportunity, then finish to import all Opportunities
The Opportunities you selected are listed here
Select the Solutions that accompany each Opportunity
Click here to Import
Click on any title to go directly to that section
Relationships
Deal Review
Overview
Import Opportunities
Knowledge Check
Objectives
Insight
Creating a Plan
You Are Here
Relationship Maps
Powerfully illustrate the Relationships that matter
Next
A little on Relationship Maps...
Relationship maps help your Account Team develop and maintain relationships with the individuals that help you achieve your revenue targets
The Account Relationship Map Visualizes:
The relationships between people
The politics that may affect business decisions
Your level of support and coverage with individuals
The high-priority relationships you need to develop
Relationship maps are built on an Account basis and not to the whole plan, therefore, an Account Plan can have multiple Relationship maps
Account Planning: Relationship Maps
To go to a Relationship Map, scroll to the bottom half of the Account Plan Overview page
Click on "Go to Relationships"
Click Here
Account Planning: Relationship Maps
Relationship Maps are about understanding the people and the politics involved in the customer's buying decision
The map provides a visual representation of people, and their relationships, within an Opportunity or Account. Any given Relationship Map will help current deals, and future deals, becuase the selling Account team can copy the relationship to any other Opportunity.
Red lines indicate a conflict
Click here to indicate:
- Political status
- Buying role
- Support Role
- Depth of prior contact
Green lines indicate a positive influence
Click on contact cards and drag them around the board as you need
Account Planning: Relationship Maps
Each person on the map has a contact card. This makes it easy to see how everyone is connected, formally and informally, with other contacts involved in buying decisions.
Hover over the icons for more information
Account Planning: Relationship Maps
Create or Import Contacts to get started
Click here to Import contacts for your map
Click here to create contacts for your map
Account Planning: Relationship Maps
Click a contact within the Relationship to view/add more detailed information about that individual
Navigate through this bar to:
- Add actions and decision criteria
- View insights & relationships
View and edit information specific to an individual
Click on any title to go directly to that section
Import Opportunities
Creating a Plan
Overview
Insight
Knowledge Check
Objectives
Relationships
Deal Review
You Are Here
Insight Maps
Understand the story of your customer's business
Next
A little on Insight Maps...
Insight maps gives you an easy way to develop a compelling story about the customer's business issues
Within Insight Maps you can:
Quickly add ideas to the insight map
Share your insights with colleagues working on similar Opportunities
Structure the insights into a coherent story of the customer's business issues
Organize the insights into sections that tell substories
Insight maps are built on an Account basis and not to the whole plan, therefore, an Account Plan can have multiple Insight maps
Account Planning: Insight Maps
To get to your Insight Map, scroll to the bottom half of the Account Manager Overview page
Click on "Go to Insights"
Click here
Account Planning: Insight Maps
Insights should tell a story about the customer's business problems and how the customer plans to address them
This helps the Account Plan owner visualize, strategize, and plan a business conversation with their customer
**Click on the icons below for more detail on each swimlane
A few more details to note:
Goals
Click anywhere within the grey space to add a new tile for a given section
Pressure
Click on a tile to view/edit information that is specific to that tile
Initiative
You can also attach files and make the information on this page private
Obstacle
Solutions
Click on any title to go directly to that section
Creating a Plan
Relationships
Import Opportunities
Insight
Objectives
Deal Review
Knowledge Check
Overview
You Are Here
Objectives
Define and execute on your key Account Plan Objectives
Next
A little on Objectives...
The Objectives page is where you create and manage the Account Plan's strategy
The entire team can document strategy ideas quickly, and collaborate to develop them into a shared strategy that is agreed on by everyone
These "ideas" take the form of Objectives and Actions
Objectives An Objective is something that needs to be achieved to make the strategy a success. An Objective contains the actions required to achieve it.
Actions An Action is a specific step that needs to be completed as part of achieving an Objective.
Account Planning: Objectives
Objectives can be categorized into three different sections
These sections are: Objectives & Action List, Filter, and Main Workspace
Filter
Objectives & Action List
Access all Objectives & Actions
Filter your Objectives by Priority, Owner, and Accounts
Main Workspace
Review all of your Objectives
Account Planning: Objectives
To create an Objective, click the "+objective" button in the Main Workspace
Click here to create an Objective
Click on any title to go directly to that section
Overview
Creating a Plan
Import Opportunities
Relationships
Insight
Knowledge Check
Objectives
Deal Review
You Are Here
Deal Review
Test and improve your plan for the Account
Next
Let's Take a Moment to Breakdown Deal Reviews (Test & Improve)
Also referred to as Test & Improve meetings, Deal Reviews test the Account Plan for gaps, and gathers recommendations for the most effective actions to improve them.
Benefits
Best Practice
Who to Invite
The recommended Test & Improve duration is 90 minutes. If you don't have that much time, stick with your proven Test & Improve process, but reduce the amount of time you spend on each stage. Equally, if it makes sense to take extra time, do so.
There is no set guideline for who can attend Test & Improve meetings. The only required attendee is your Manager (and potentially the Executive/Leadership team) Other attendees may include anyone on the team, or any individual that you think might share good input.
Once you establish a regular Test & Improve cadence, you'll likely see these benefits:
- Better collective understanding of what's happening with an Account
- Increased preparedness for discussions with customers
- More focused investments of time and resources
Account Planning: Deal Review
Scheduled and Completed Deal Review sessions will appear under the Deal Review tab
**Hover for additional details
View Scheduled and Completed Deal Reviews
Account Planning: Deal Review
Scheduling a Deal Review
Once you click on the "Schedule New" button you will be brought to this page. All fields marked with * are required fields that you must populate.
Make sure to click Save
Account Planning: Deal Review
Launching the Deal Review
At the bottom of the page, you have the ability to choose one of three options for how you want to launch the review
When you click on the Launch button you will be brought to this page. A general outline for the flow of the Deal Review is shown.
**Click on the icons below for more detail
Creating a Plan
Import Opportunities
Overview
Insight
Relationships
Deal Review
Knowledge Check
Objectives
You Are Here
Great Work!
Ready to apply what you learned?
It's time for a quick Knowledge Check
Let's Get Started
QUESTION 1/2
Knowledge Check
Instructions: Click the choice that answers this question
Question: Why is it important to create an Account Plan?
They help you set actionable sales targets
They help you grow existing revenue and uncover additional revenue
They help deepen your understanding of your customer's business
All of the above are correct
Next Question
Go Back
QUESTION 2/2
Scenario: You recently met a new contact and you want to add them to your Relationship map
Question: On the Account Manager Overview page, how do you get to the Relationship Map?
To answer, click on the screenshot below
Complete this Course
Go Back
Fantastic! Now you can create dynamic Account Plans that set you on the path torwards winning more deals
Want a PDF for future reference?
Take me back to the beginning
Download Here
Account Planning
Dean Crawford
Created on August 17, 2022
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Transcript
Where We're Going - Account Planning
Est. Time - 25 min.
Follow the animations to know where to click, or use the arrows at the bottom of the slide to advance to the next screen
Account Planning Overview
Overview
Account Planning
Understanding how to maximize available insights in order to win more deals
Let's Get Started
In this module we will:
1.
Review the key components to understand and manage Account Plans
2.
Check what you've learned with a Knowledge Review
Are you ready?
Yes
Click on any title to go directly to that section
Import Opportunities
Overview
Creating a Plan
Insight
Knowledge Check
Objectives
Deal Review
Relationships
You Are Here
Account Planning: Overview
Planning and strategizing to maximize revenue
Next
The Purpose of Account Planning
Planning and strategizing about maximizing revenue from your customers is essential
Account Planning helps you deepen your understanding of your customer's business
It helps you grow existing revenue, and also uncover additional revenue, that may otherwise remain hidden
Access Account Plans
To view Account Plans, click on the Accounts tab on My Dashboard
Here, you can access all of your Account Plans
Access Account Plans
You can also get to your Account Plan from within an Account Record
Go to an Account and click on the Account Plan tab
Access Account Plans
Overview of the Account Plan
Click on the icons below for high-level descriptions of the Account Plan page
Click on any title to go directly to that section
Relationships
Creating a Plan
Insight
Knowledge Check
Objectives
Overview
Deal Review
Import Opportunities
You Are Here
Creating an Account Plan
Create an Account Plan to undertstand the customer's business
Next
Account Planning: Creating an Account Plan
An Account Plan helps you to build long-term business relationships in a complex marketplace
Create a new Account Plan from My Dashboard
Click here to create a new Account Plan
Account Planning: Creating an Account Plan
You can also create a new Account Plan from the Accout Plans tab within an Account Record
Click here
Click New Account Plan
Account Planning: Creating an Account Plan
After you have clicked "New Account", you'll be brought to the Account Planning Setup Wizard
The Setup Wizard has 5 pages - this is the General page
Enter the Account Plan name
Select Account Plan
Click Next
Account Planning: Creating an Account Plan
This is the Team page
Add team members to the Account Plan
Adjust Plan Access
Add team members
Select a Chatter group
**This is optional
Click Next
Account Planning: Creating an Account Plan
This is the Account Structure page
Add Accounts to the Account Plan
Or you can add Accounts to be displayed individually within the Plan
You can choose to add Accounts within groups in your plan (Roll Up Rows)
Account Planning: Creating an Account Plan
After you have added Accounts, take a moment to review what you have selected before moving forward
Click to group Accounts
Click the target icon to indicate Accounts that require focus within the Account Plan
Account Planning: Creating an Account Plan
This is the Solutions page
Add the solutions that you intend to sell
Drag individual solutions from the left box to the right box in order to add them
Account Planning: Creating an Account Plan
This is the Targets page
Add in the projected Account Planning period and Revenue Target
Add the end date
Enter the Target Revenue amount
Click here to finish creating the Account Plan
Click on any title to go directly to that section
Creating a Plan
Overview
Import Opportunities
Relationships
Insight
Knowledge Check
Objectives
Deal Review
You Are Here
Import Opportunities
Bulk Import Opportunities into your Account Plan
Next
Account Planning: Import Opportunities
Bulk Opportunity import enables you to quickly add a batch of current and won Opportunities to your Opportunity map at the same time
Click here to bulk import Opportunities
Account Planning: Import Opportunities
Review the Opportunities that show up when you enter this view
This lists all current and won Opportunities belonging to any Accounts associated with the plan
Click on the check boxes to select the Opportunities that you want to import
**Click for more
Account Planning: Import Opportunities
Associate a solution with each Opportunity, then finish to import all Opportunities
The Opportunities you selected are listed here
Select the Solutions that accompany each Opportunity
Click here to Import
Click on any title to go directly to that section
Relationships
Deal Review
Overview
Import Opportunities
Knowledge Check
Objectives
Insight
Creating a Plan
You Are Here
Relationship Maps
Powerfully illustrate the Relationships that matter
Next
A little on Relationship Maps...
Relationship maps help your Account Team develop and maintain relationships with the individuals that help you achieve your revenue targets
The Account Relationship Map Visualizes:
The relationships between people
The politics that may affect business decisions
Your level of support and coverage with individuals
The high-priority relationships you need to develop
Relationship maps are built on an Account basis and not to the whole plan, therefore, an Account Plan can have multiple Relationship maps
Account Planning: Relationship Maps
To go to a Relationship Map, scroll to the bottom half of the Account Plan Overview page
Click on "Go to Relationships"
Click Here
Account Planning: Relationship Maps
Relationship Maps are about understanding the people and the politics involved in the customer's buying decision
The map provides a visual representation of people, and their relationships, within an Opportunity or Account. Any given Relationship Map will help current deals, and future deals, becuase the selling Account team can copy the relationship to any other Opportunity.
Red lines indicate a conflict
Click here to indicate:
Green lines indicate a positive influence
Click on contact cards and drag them around the board as you need
Account Planning: Relationship Maps
Each person on the map has a contact card. This makes it easy to see how everyone is connected, formally and informally, with other contacts involved in buying decisions.
Hover over the icons for more information
Account Planning: Relationship Maps
Create or Import Contacts to get started
Click here to Import contacts for your map
Click here to create contacts for your map
Account Planning: Relationship Maps
Click a contact within the Relationship to view/add more detailed information about that individual
Navigate through this bar to:
View and edit information specific to an individual
Click on any title to go directly to that section
Import Opportunities
Creating a Plan
Overview
Insight
Knowledge Check
Objectives
Relationships
Deal Review
You Are Here
Insight Maps
Understand the story of your customer's business
Next
A little on Insight Maps...
Insight maps gives you an easy way to develop a compelling story about the customer's business issues
Within Insight Maps you can:
Quickly add ideas to the insight map
Share your insights with colleagues working on similar Opportunities
Structure the insights into a coherent story of the customer's business issues
Organize the insights into sections that tell substories
Insight maps are built on an Account basis and not to the whole plan, therefore, an Account Plan can have multiple Insight maps
Account Planning: Insight Maps
To get to your Insight Map, scroll to the bottom half of the Account Manager Overview page
Click on "Go to Insights"
Click here
Account Planning: Insight Maps
Insights should tell a story about the customer's business problems and how the customer plans to address them
This helps the Account Plan owner visualize, strategize, and plan a business conversation with their customer
**Click on the icons below for more detail on each swimlane
A few more details to note:
Goals
Click anywhere within the grey space to add a new tile for a given section
Pressure
Click on a tile to view/edit information that is specific to that tile
Initiative
You can also attach files and make the information on this page private
Obstacle
Solutions
Click on any title to go directly to that section
Creating a Plan
Relationships
Import Opportunities
Insight
Objectives
Deal Review
Knowledge Check
Overview
You Are Here
Objectives
Define and execute on your key Account Plan Objectives
Next
A little on Objectives...
The Objectives page is where you create and manage the Account Plan's strategy
The entire team can document strategy ideas quickly, and collaborate to develop them into a shared strategy that is agreed on by everyone
These "ideas" take the form of Objectives and Actions
Objectives An Objective is something that needs to be achieved to make the strategy a success. An Objective contains the actions required to achieve it.
Actions An Action is a specific step that needs to be completed as part of achieving an Objective.
Account Planning: Objectives
Objectives can be categorized into three different sections
These sections are: Objectives & Action List, Filter, and Main Workspace
Filter
Objectives & Action List
Access all Objectives & Actions
Filter your Objectives by Priority, Owner, and Accounts
Main Workspace
Review all of your Objectives
Account Planning: Objectives
To create an Objective, click the "+objective" button in the Main Workspace
Click here to create an Objective
Click on any title to go directly to that section
Overview
Creating a Plan
Import Opportunities
Relationships
Insight
Knowledge Check
Objectives
Deal Review
You Are Here
Deal Review
Test and improve your plan for the Account
Next
Let's Take a Moment to Breakdown Deal Reviews (Test & Improve)
Also referred to as Test & Improve meetings, Deal Reviews test the Account Plan for gaps, and gathers recommendations for the most effective actions to improve them.
Benefits
Best Practice
Who to Invite
The recommended Test & Improve duration is 90 minutes. If you don't have that much time, stick with your proven Test & Improve process, but reduce the amount of time you spend on each stage. Equally, if it makes sense to take extra time, do so.
There is no set guideline for who can attend Test & Improve meetings. The only required attendee is your Manager (and potentially the Executive/Leadership team) Other attendees may include anyone on the team, or any individual that you think might share good input.
Once you establish a regular Test & Improve cadence, you'll likely see these benefits:
Account Planning: Deal Review
Scheduled and Completed Deal Review sessions will appear under the Deal Review tab
**Hover for additional details
View Scheduled and Completed Deal Reviews
Account Planning: Deal Review
Scheduling a Deal Review
Once you click on the "Schedule New" button you will be brought to this page. All fields marked with * are required fields that you must populate.
Make sure to click Save
Account Planning: Deal Review
Launching the Deal Review
At the bottom of the page, you have the ability to choose one of three options for how you want to launch the review
When you click on the Launch button you will be brought to this page. A general outline for the flow of the Deal Review is shown.
**Click on the icons below for more detail
Creating a Plan
Import Opportunities
Overview
Insight
Relationships
Deal Review
Knowledge Check
Objectives
You Are Here
Great Work!
Ready to apply what you learned?
It's time for a quick Knowledge Check
Let's Get Started
QUESTION 1/2
Knowledge Check
Instructions: Click the choice that answers this question
Question: Why is it important to create an Account Plan?
They help you set actionable sales targets
They help you grow existing revenue and uncover additional revenue
They help deepen your understanding of your customer's business
All of the above are correct
Next Question
Go Back
QUESTION 2/2
Scenario: You recently met a new contact and you want to add them to your Relationship map
Question: On the Account Manager Overview page, how do you get to the Relationship Map?
To answer, click on the screenshot below
Complete this Course
Go Back
Fantastic! Now you can create dynamic Account Plans that set you on the path torwards winning more deals
Want a PDF for future reference?
Take me back to the beginning
Download Here