Go to Top

AFV-204 Account Planning Toolkit*

*(Excel based or web enabled)

Overview

The Account Planning (AFV-104) course can be supported and enhanced with the Account Planning Toolkit, which is the primary vehicle to provide structure and continuity in a relationship that will help to earn trusted advisor status through account planning.

Target Audience

  • Sales reps at all levels
  • Sales managers
  • Anyone involved with execution within the sales organization

Toolkit Objectives

  • Provide structure & continuity in a relationship that will help to earn trusted advisor status through account planning.
  • Secure existing annuities and create new annuities.
  • Identify the appropriate clients that would benefit from an account plan.
  • Uncover and answer questions related to business processes, intended to identify and bridge knowledge gaps in an account.
  • Use the financial data of an organization to make a case for a solution.
  • Craft a strategy based on both short and long-term goals.

Toolkit Elements

  • Account history
  • Baseline
  • Profile
  • Company profile
  • Finance
  • SWOT
  • Solution strategy
  • Meetings
  • Evaluations
  • Demos
  • Proof of concept
  • Summary

Prerequisite:

Completion of Account Planning course (AFV-104)