1. Introduction
In today’s competitive economy, companies are faced with multiple challenges:
- Effects of global economy charges are felt all over the world faster and more
profoundly.
- Product supremacy is short lived.
- Consumers have more power than ever. This course aims at enriching the
- Product life cycle is short leading to early entrepreneurial skills of the sales
commoditization. professional, so doing the account
- Sales teams are not the only source of Planning becomes a natural activity
information. as opposed to a tedious job
- Shareholder expectations push the sales teams to required by management.
focus on tactical impact and forget about strategic
alignment with their customers.
Proper Account Planning leads to:
- Early engagement in customers’ buying process.
- Becoming a customer’s strategic contributor as opposed to a transaction vendor.
- Demonstrate thought leadership to customers which opens the door to trust and
partnership.
- Insight into customers’ business models.
- Uncover hidden opportunities.
- Develop insight on competitive strategies.
The outcome of continued proper account planning is:
- Higher efficiency and business performance (revenue, profit).
- Increased synergy among the selling Ecosystem elements (sales, presales, service
fulfillment, finance).
- Clear and communicated set of account objectives to the whole team.
- Creating multiple sales cycles within the same accounts which increases win rate.
Day one:
- Sales skills refresher (sales process stages and associated skills.
- This activity aims at creating a common thinking ground among the team through the use of
Quota Gamification techniques.

2. o The day is spent in exploring a generic sales process that applies to any business model
starting from prospecting to service delivery.
o The game aims at getting new sales persons up to a standard sales knowledge level.
o Getting experienced sales persons to label to the knowledge they already have.
Day two:
- Anatomy of Elite sales persons.
- Professional sales call sheet and how to use it.
- Cash flow management from a sales perspective.
- Opportunity qualification tool as part of account planning.
- Cost of RFP preparation.
- Customer business canvas; how to map XXX customer Gamification has proven itself to
business model and find out their value proposition. How be the leading method for
does is benefit sales professionals? involving the student in the
- Business canvas exercise. learning material. Quota® is the
world's leading sales training
Day Three:
organization that uses
- Account planning; Why? What is the business outcome? Gamification as its core training
- Types of customers and how to identify them ; Loyal methodology to create an
Customers, Discount Customers, Impulsive Customers, Need experiential learning environment.
Based Customers, Wandering Customers Learning originates from the
materials provided, the peer-
- Customer organization chart and XXX status in the account: learning and coach generated
o User, evaluator, decision maker, approver. ‘connections’ to the Quota®
o XXX account coverage content.
(No/Brief/Multiple/Profound Contact.
o Attitude towards XXX (indifferent, hostile, irritated, neutral interested,
Enthusiastic.
o Political structure and inner circle.
o Individual and corporate motivators.
- Business analysis methods as thought leadership tool :
o SWOT model.
o Porter competition model.
o Expanded Porter model (nine forces).
- Customer business issues:
o External (CPEST).

3. o Organizational.
o Departmental.
o Performance.
- XXX revenue landscape in the account:
Front End
High Back End /
Revenue
/ High
High Value
Value
Front End
Low Back End /
/ Low
Revenue Low Value
Value
Back End
Front End
Revenue
Revenue
Existing Customers
New Customers
- Value chain; definition and examples.
- Customers’ key challenges and pain points, typical pains of customer industries;
Financial services Telco, Healthcare, manufacturing, etc..
- Setting goals and developing action plans :
o Key activities
o Rank and priority
o Critical dates
o Dependencies and resources