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5 Sales Account Plan Templates with Examples

Want to boost your sales and keep key clients happy? A sales account plan template can help. These handy tools let you map out strategies for your top accounts. Using a template makes it easy to track goals, spot chances, and stay on top of client needs. Let’s look at some great templates and how they can work for you. You’ll see how to use them to build stronger client relationships and hit your targets.

Preparing Your Sales Account Plan

A solid sales account plan helps you focus on key customers and grow your business. It outlines your strategy for success with important clients.

1. Crafting the Executive Summary

Your executive summary gives a quick overview of your account plan. Keep it short and to the point. Include your main goals and how you’ll reach them.

For example: “Increase sales to (…) Corp by 20% this year through new product launches and expanded service offerings.”

Highlight any big wins or challenges you expect. This helps your team and bosses understand your plan at a glance.

2. Setting Account Objectives

Your account objectives are specific, measurable goals you want to achieve. Make them clear and realistic.

Some examples:

    • Boost revenue by $500,000 this fiscal year
    • Land 3 new departments as customers
    • Increase product adoption by 25%

Break larger goals into smaller steps. This makes them easier to track and accomplish.

Identifying Targets and Opportunities

Look for ways to grow your business with the account. Find new departments or decision-makers you can sell to.

Think about:

    • New products that fit their needs
    • Services to solve their problems
    • Ways to save them money or time

For instance, if you sell software to HR, could the IT department use it too? Or maybe there’s a new feature that would help the finance team.

Account Mapping

Create a map of key people and relationships in the account. This helps you know who to talk to and how they connect.

Include:

    • Decision makers
    • Influencers
    • Your champions
    • Potential blockers

Example: Jane (IT Director) reports to Bob (CIO). She likes your product, but Bob is hesitant. You’ll need Jane’s help to win Bob over.

Use this map to plan your outreach and build stronger ties across the organization.

Developing Sales Strategies and Tactics

1. Defining Sales Goals and KPIs

Start by setting clear sales goals for your team. These could be things like “increase revenue by 15%” or “land 10 new enterprise clients.” Make sure your goals are specific and measurable.

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Next, choose key performance indicators (KPIs) to track your progress. Some common sales KPIs are:

    • Number of new leads generated
    • Conversion rate from lead to customer
    • Average deal size
    • Sales cycle length

For example, if your goal is to boost revenue, you might track monthly sales totals and average deal size. This helps you see if you’re on track to hit your target.

2. Outlining Key Sales Initiatives

Once you have your goals, it’s time to plan how you’ll reach them. Break down your strategy into specific sales initiatives.

Here are some examples:

    • Launch a new product line to attract different customers
    • Start an email campaign to nurture existing leads
    • Offer special discounts to encourage repeat purchases

Be sure to assign each initiative to a team member and set deadlines. This keeps everyone accountable and moving forward.

You might also create a “sales playbook” with scripts and best practices for your team to follow. This helps ensure everyone is using proven tactics to close deals.

Sales Plan Templates and Examples

Basic Sales Plan Template

Sales Goals:
– Increase sales by 15% this quarter.

Target Market:
– Small businesses in the tech industry.

Strategies:
– Cold calling potential clients.
– LinkedIn outreach to connect with decision-makers.

Example

1. Sales Goals:
– Achieve a 15% increase in sales within the next three months.

2. Target Market:
– Focus on small tech companies that have been in business for 1-5 years and have 10-50 employees.

3. Strategies:
– Cold Calling: Reach out to 50 new potential clients each week.
– LinkedIn Outreach: Send personalized connection requests to 20 new prospects daily, followed by a tailored message introducing your products/services.

Account Planning Template

Client Information:
– Identify key accounts and their details.

Pain Points:
– List the client’s main challenges.

Decision-Makers:
– Identify who makes the purchasing decisions.

Opportunities:
– Potential upsell or cross-sell opportunities.

Action Plan:
– Schedule regular check-ins and solution presentations.

Example

1. Client Information:
– Company: Tech Innovators Inc.
– Key Contact: Jane Doe, CTO

2. Pain Points:
– Struggling with outdated software systems.
– Needs integration solutions for various platforms.

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3. Decision-Makers:
– CTO Jane Black
– CFO John Smith

4. Opportunities:
– Upsell: Advanced software integration package.
– Cross-sell: Cybersecurity solutions.

5. Action Plan:
– Schedule quarterly check-ins to review progress and address concerns.
– Prepare a tailored solution presentation for the next meeting in March.

Sales Territory Plan Template

Regions:
– Divide the state into specific zones.

Target Industries:
– Identify industries within each zone.

Top Prospects:
– List the leading prospects in each zone.

Local Events:
– Note relevant events to attend in each area.

Example

1. Regions:
– Zone 1: Northern Region
– Zone 2: Central Region
– Zone 3: Southern Region

2. Target Industries:
– Zone 1: Manufacturing and Retail
– Zone 2: Healthcare and Education
– Zone 3: Technology and Finance

3. Top Prospects:
– Zone 1: Abc Manufacturing Corp., GreenTech Inc.
– Zone 2: Central Health, EduTech Institute
– Zone 3: Southern Tech, FinanceCorp

4. Local Events:
– Zone 1: Northern Business Expo (April)
– Zone 2: Central Healthcare Conference (May)
– Zone 3: Southern Tech Summit (June)

Sales Pipeline Template

Lead Source:
– Track where each lead comes from.

Contact Information:
– Keep detailed contact info for each lead.

Current Stage:
– Identify the stage of each lead in the sales process.

Next Steps:
– Plan the next actions for each lead.

Example

1. Lead Source:
– Website inquiry, referral, LinkedIn, cold call.

2. Contact Information:
– Name: John Smith
– Company: Tech Solutions
– Email: john.doe@techsolutions.com

3. Current Stage:
– Initial contact made, needs analysis, proposal sent, negotiation, closed.

4. Next Steps:
– Follow up with John Smith to schedule a demo next week.

Sales Activity Plan Template

Daily Tasks:
– Outline tasks for each day of the week.

Weekly Goals:
– Set specific targets to achieve each week.

Example

1. Daily Tasks:
– Monday: Make 20 cold calls to new prospects.
– Tuesday: Conduct 5 product demos.
– Wednesday: Send follow-up emails to leads.
– Thursday: Update CRM with new lead information.
– Friday: Client follow-ups and relationship-building activities.

2. Weekly Goals:
– Generate 10 new qualified leads.
– Schedule 3 meetings with potential clients.
– Close at least 2 deals by the end of the week.

Adapting Templates to Fit Your Strategy

Sales account plan templates are great starting points, but they’re not one-size-fits-all. You’ll need to adjust them to match your specific business needs and sales approach.

  1. Start by looking at the template sections. Keep what works for you and remove anything that doesn’t apply. You might add new sections that are important for your industry or sales process.
  2. Think about your target customers. What information do you need to gather about them? Add fields to capture these details in your template.
  3. Your sales cycle might be unique. You might want to adjust the sections to reflect how you typically move deals forward.
  4. Consider your team’s workflow. Modify the template to fit how your salespeople prefer to organize information. This will make it easier for them to use consistently.
  5. Don’t forget about your company’s goals. Make sure the template includes space to align each account plan with broader business objectives.
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The best template is one your team will actually use. Get their input as you make changes. This will help ensure the final version is practical and helpful for everyone.

Sales Process Optimization

Refining the Sales Cycle

  • Look at each step in your sales cycle. Are there bottlenecks slowing things down? For example, if you’re spending too much time on unqualified leads, try improving your lead scoring system.
  • Automate repetitive tasks. Use tools to send follow-up emails or schedule meetings. This frees up time for more important work.
  • Ask for feedback from customers and your team. They might spot issues you’ve missed. Maybe prospects often get stuck at the proposal stage. You could create better templates to speed things up.

Incorporating Cross-Selling and Upselling

Don’t miss chances to offer more value to your customers. You can train your team to spot cross-sell and upsell opportunities.

Use data to make smart suggestions. For example, if you notice customers who buy product A often need product B later, offer them together from the start.

Related: 20 Cross-Selling Products Examples (Selling Related Products)

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