Any sales person or account manager in B2B sales, usually has a territory or a portfolio of accounts to manage – either face to face, by telephone or now increasingly virtually.
So whether your teams are field based or internal, a sales plan is a key part of the role and is often overlooked.
With all the impacts of Covid, making your sales activity pay dividends is vital, so thinking about the business you receive from your accounts, forecasting the likely spend, and setting objectives and actions for those accounts, is a key activity for sales focus and achieving targets.
If you have one in place, a monthly revisit will keep you focused and on track. If you don’t have them in place, they’re a bit like planting a tree – the best time to do it was a while ago, the second best time is now.