Think you have account planning figured out?
We’re betting you don’t – use our maturity assessment tool and see how you stack up against industry leaders.
For any organization in the B2B sales spaces, navigating the complexity of its largest most profitable customers can be challenging. As sales organizations place more emphasis on penetrating and growing key accounts, they need to be able to measure and improve their processes to be successful. Our new account planning maturity model is a framework that helps an organization assess and determine the degree of maturity of its account planning processes, and examine how this impacts their ability to become trusted advisors to their most strategic customers and uncover revenue growth opportunities.
The model was developed using collective industry data from over 1,000 B2B sales organizations on how the sophistication of their key account planning processes correlate to factors like win rates, forecast visibility and ability to farm new business from existing customers.
The maturity model shows how each company stacks up against the rest of the industry, and offers actionable guidance on how to get to the next level. Each company will be graded on one of five maturity stages – Optimal, Detailed, Adequate, Reactive or Improvisational – based on an algorithm that measures account planning practices including segmentation, coordination, goals, execution, measurement and more.
Take the assessment you will receive a detailed and personalized report outlining your specific maturity level and how you can improve, with best practices from top-performing companies like SAS Institute and Blackline Systems used as examples.