|By Yoninah – Own work, CC BY-SA 4.0, Link|
In my travels, I've seen sales reps and account teams handle account or call planning much the same way -- leaving little or no time for the preparation that ensures good results. A senior exec at one enterprise software company half-jokingly stated that the best call planning at his company takes place in New York. Why? The elevator rides are longer in New York, giving teams more time for their planning.
So we'll keep this Passover message short and sweet. If you want to avoid flat, crumbly revenue opportunities, take time in advance to conduct your account and call planning.
Relatively small improvements in planning, such as customer participation and ensuring that planning is a process rather than a document, will drive significant uplift in revenue, share of wallet, deal profitability, customer satisfaction, NPS and more.