This PPT slide, part of the 15-slide Sales Excellence - Diagnostic Tool PowerPoint presentation, titled "Sales Excellence Assessment – Account Planning" outlines a framework for evaluating account planning processes across different organizational levels. It categorizes approaches into 4 distinct categories: Relegation, Survival, Play-offs, and Champion. Each category reflects varying degrees of sophistication and strategic alignment in account planning.
Under "Overall Planning," the Relegation level is characterized by brief, two-page action plans for key accounts, while the Champion level develops comprehensive strategic plans for all major customers, including shorter plans for secondary accounts. This indicates a clear progression from minimal planning to a more robust, strategic approach.
The "Context" section highlights the role of account planning in guiding sales management. At the Relegation level, planning is somewhat informal and not integrated into the broader budgeting process. In contrast, the Champion level emphasizes a formalized approach where account plans are developed in alignment with documented product and segment strategies, ensuring they contribute to overall budgeting efforts.
In terms of "Process," the Relegation level involves plans developed by individual account managers with minimal oversight. The Champion level, however, showcases a collaborative approach, where multifunctional teams engage in joint planning efforts, incorporating insights from both suppliers and customers. This collaborative process leads to more comprehensive and actionable plans.
Lastly, the "Detail" section illustrates how depth of analysis varies. The Relegation level lacks detailed assessments of account profitability, while the Champion level includes thorough reviews of strategy and performance, leading to explicit targets for volume and profitability. This progression underscores the importance of detailed planning in achieving sales excellence.
This slide is part of the Sales Excellence - Diagnostic Tool PowerPoint presentation.
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