Guide: Account Planning
Using Commitments

There is a bigger objective than winning the sale. It is to win the account. Here, you don’t have to ‘sell’, you will be involved in opportunities earlier and be in a position to influence the buyer’s criteria.

This guide describes Account Planning in the context of a six step Account Management Process (part of our blended approach, helping you put into practice what you have learnt online or in the classroom) and covers:

• Identifying and understanding long, and short, term business opportunities
• Building or updating an agreed plan that addresses those opportunities
• Translating the account strategy into an operational plan based on customer commitments