Most sales people make two key mistakes when building a large account plans or as I like to call them relationship plans. First they build the plan by themselves or with the help of their teammates instead of with the inputs from the C-levels and influential people of the large account. Second, they don’t hold themselves and the large account’s people accountable for the actionable ideas generated.
If you manage your large account plans the way your financial department manages your budgets, you’ll have great results. Learn how to build and manage large account plans in this article.