Here are the White Papers you requested.

 

A Manager’s Guide to Account Planning

This guide is intended to help managers implement a key account planning process.

Account Strategy: Managing Key Accounts to Maximize Sales Results

Designed to support key account managers reap more from their accounts.

Territory Strategy: Managing Territories to Maximize Sales Results

Enables territory managers to optimize their sales production in their territories.

Enjoy them with our compliments.

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A Manager’s Guide to Account Planning

This guide is designed to help managers implement a key account planning process. Here are some of the topics covered:

• When is an account plan needed?
• Who should develop the account plan?
• How to organize critical resources.
• What to include in an account plan.
• Seven Primary Account Strategies
• A checklist for Quarterly Account Planning

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Managing Key Accounts to Maximize Sales Results

This paper provides a comprehensive guide to adding business acumen, strategy and plan implementation to your selling process. Learn how to:

• Gain a high level understanding of your sales situation
• Build-out a sales strategy
• Expand the strategy and prevent reaction disasters
• Separate the good guys from the bad guys inside of an account
• Lay-out the steps to an effective sales effort
• Create a 90 day action plan for sales success

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Managing Territories to Maximize Sales Results

Sales territories need to be planned. This paper lays-out sales territory planning to enable your people to get the most out of the potential in their territories. Gain insight into how to:

• Conduct basic territory assessments
• Establish tactics meaningful to each territory
• Create target lists
• Recruit important partners
• Build ladders of trust that create lifetime customer relationships