Approach to Account Planning
Building a Winning Account Plan for Your Revenue Team
Your teams each own their accounts, segments, and territories. Now it is time to map out a plan for success. Account planning is not a sales-only exercise. It is an activity owned by everyone on the revenue team. The best performing reps bring their extended team into the process. This includes Customer Success, Business Development, Product (when appropriate), and Leadership.
Look around your book of business and make sure you are getting a complete 360 degree view of your accounts and your goals for the year.
What Comes Next?
1. Plan
Segment and define your ICP.
Be specific about what a successful customer looks like and gather input from your team.
Determine and align your GTM strategy.
Make sure the motions you use match the outcomes you want.
Align your goals to the account.
Work backward from your desired outcome and build a path to get there.
Do not focus on barriers.
Identify milestones and create a realistic plan that drives achievement rather than excuses.
2. Accountable and Actionable Focus
Think through the components that drive success inside an account.
SWOT
Methodology achievement
Alignment on all opportunities
Cross sell and upsell for current customers
Net new customer acquisition
Whitespace identification
New value proposition opportunities
Past profile
Present status and updates
3. Communicate
Success requires clarity and consistency in communication.
Share goals with your account team in a structured way
Align your communication channels, such as Slack, LinkedIn, Discord, or Salesforce
Ensure everyone knows where to look for updates and direction
4. Execute with Accountability
Develop an accountability rhythm that creates transparency and ownership.
Consider what you are targeting, tracking, and measuring on a weekly, monthly, and quarterly basis.
5. Measure with Actionable Milestones
Every milestone should be clear and actionable. Your teams should have a defined path to success and know what steps matter most.
Track progress and performance
Validate that actions align with outcomes
Refine and prioritize based on results
6. Discover and Adapt
Nothing stays the same. The best teams revisit their plan often and adjust as variables shift.
Pivot your plan as the market, economy, or territory changes
Update messaging and behaviors based on what is working
Identify what needs improvement and incorporate those insights into your plan
Continuous discovery ensures your plan stays relevant and competitive.
How Squivr Helps
At Squivr we help you operationalize your account and opportunity planning directly inside Salesforce. Squivr Org Charts, Relationship Maps, and Playbooks give your team clarity, accountability, and the exact level of activity needed to execute your plan for success.
