We want to share some insights about a crucial aspect of business that is overlooked but absolutely vital: account planning. And not just any account planning, but the hTWORG way. Let’s dive into the three-step process we follow when working with our customers to ensure success.
QUICK SUMMARY OF STEPS
- ACCOUNT SELECTION: Four weeks of consulting to identify strategic accounts by evaluating hard and soft factors.
- RICHARDSON WORKSHOP: Action-oriented workshops to create actionable next steps for strategic accounts.
- 90-DAY BI-WEEKLY CHECK-INS: Regular follow-ups to ensure the account plan is executed and adjusted as needed.
STEP 1: ACCOUNT SELECTION
The first step in our account planning process is all about selection. This typically involves four weeks of consulting and mentoring to help you choose the right accounts.
Why is this important? Your most valuable asset is your time. By clearly defining which of your accounts are strategic relationships, you can prioritize and invest your limited time in customers who will most likely present opportunities aligning with your organization’s goals. In determining which accounts are strategic, we look at both “hard factors,” such as revenue generated and product mix, and “soft factors,” like the level of access, the strength of the relationship, and buying behavior.
Consider this: It’s not just about who’s bringing in the most money. It’s about identifying which relationships have the growth potential and align with your long-term strategy. This sometimes means making tough decisions about where to focus your efforts but trust me, it pays off in the long run.
STEP 2: THE RICHARDSON WORKSHOP
Once we’ve selected the right accounts, it’s time for a Richardson Prosperous Account Strategy Training. We offer two formats: a single 2-day workshop or 4 half-day sessions with 2-week work sprints in between.
Why Richardson? According to my research, Richardson provides the best sales training solution on earth, which is why I’m proud to partner with them. This isn’t just a theoretical exercise. This workshop is about action, action, action. We work on actual accounts, break down quantified goals, and create actionable next steps. No high-level ideas and dreams—just practical steps to drive real results.
Think like this: You wouldn’t go into a football game without a gameplan. This workshop is your gameplan, crafted specifically for your strategic accounts. We don’t just talk about what could be done; we create a clear, actionable plan for what will be done.
STEP 3: 90-DAY BI-WEEKLY ACCOUNT ACTION PLAND CHECK-IN AND FOLLOW-UP
Most account plans fail because of a lack of follow-up. We ensure that doesn’t happen by conducting 90-day bi-weekly check-ins.
Why is this crucial? Without regular check-ins, even the best account plan can gather dust. This is where we teach the organization to get it right. The first and second check-ins are typically prepared jointly with the team leader and, if requested, facilitated by hTWORG experts. The team leader and hTWORG facilitate jointly by the third and fourth check-ins. We prepare together by the fifth and sixth, but hTWORG steps back a bit, ensuring the sales leader is ready to take full ownership.
From the seventh check-in onwards, the sales leader is highly skilled and equipped to run the process independently. It’s like teaching someone to ride a bike—initially, you need to hold on, but gradually, you let go until they’re riding on their own. This gradual transition ensures that by the end of the process, your sales leader is not just following a plan but actively driving it forward with confidence and expertise.
WHY SHOULD YOU CARE?
Implementing the hTWORG approach to account planning involves investing your time wisely, creating actionable strategies, and ensuring consistent follow-up. It’s about transforming how you approach your strategic accounts and setting yourself up for long-term success.
Remember, the key to successful account planning is not just in the planning itself but in the execution and follow-up. By following these three steps, you’ll be well on your way to maximizing the value of your strategic relationships and driving sustained growth for your organization.
Thanks for reading, and here’s to planning and executing your way to success!
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