Account Planning: Meaning, Best Practices, & How Actionable Org Charts Make it more Effective

Are you struggling to maximize revenue from existing customers? If so, leverage account planning in your business. It is one of the best and most effective B2B sales strategies that helps you to approach your customers in a more personalized way. However, to make it more effective, you can utilize its best practices infused with actionable org charts. As a result, the marketing strategy would enable you to boost the sales graph of your organization while building a lasting relationship with the key customers.

Below, we delve into the meaning of Account Planning. Then, we explore its best practices & how actionable org charts can make it more effective.

What is Account Planning?

Account Planning is the process of nurturing and growing your existing customer relationships by identifying their key initiatives, problems, and challenges. Besides increasing your win rates, it helps to achieve:

 Shorter sales cycles

 Larger deals

 Increased visibility

 Greater insights into clients’ businesses

 Repeat businesses

 Easier executive access

Best Practices of Account Planning:

Leveraging the best practices of account planning can solve all the challenges of its execution across your entire enterprise. As a result, it allows you to revolutionize the growth of your business. So, let's check out some of the best practices of the account planning process to make it easier for you to implement:

 Map the clients' landscape (Business Overview, Competitor Analysis, Relationship Mapping)

 Align with client's objectives (Customer Solutions & Business Initiatives, Align Solutions With Your Client’s Goals, Client Confirmation)

 Prepare your account plan (SWOT Analysis, White Space Analysis, Long Term Goals & Strategy)

 Optimize the performance (Action Plan, Renewal Opportunities)

How Actionable Org Charts Helps in Making Account Planning & its Practices more Effective?

An actionable org chart of your key customers gives depth and nuance to the whole account planning process. It provides a visual and graphical representation of the client's account that shows their hierarchical chain, key decision-makers, challenges they are facing, their needs & requirements, and more. The valuable insights of org charts would enable you to successfully implement the best practices of account planning while targeting key customers.

Moreover, making an actionable org chart helps in account planning by:

 Showing how authority flows

 Helping to discover various sales paths within the organization

 Defining the chain of command

 Discovering client's needs, requirements, and touchpoints

 Providing details about key stakeholders, decision-makers, and influencers

 Finding the competitors and challenges they are facing

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