Account Plans that work
Getting your team to adopt to a new way of working, is as much about organizing as it is about training. All behavior requires motivation, ability and a trigger.
Your process and instruments are critical to each other to accomplish change. Only when these elements are aligned, will the account planning tools be effective and will account managers be eager to use them.
The information you request and the things you ask your account managers to report on are critical to your on-going success. The account plans you use, should ask them for the same information. And your process should trigger, facilitate and reinforce the right use of the available resources.
The Leaders guide to account planning will help you get your team to the next level in account planning. It explains how to get your team started and how to get account planning a common and effective practice in your organization. Your team will have the best-in-class visual account planning tools and you will have grip on what is happening at your accounts.