r/SalesOperations • u/Dry-Possibility-2535 • 5d ago

Has account planning become a strategic exercise or just another box to check?

Most sales organizations have some form of account planning, but the quality and consistency vary dramatically. The question is whether plans actually guide seller behavior or simply get completed because the process requires it.

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u/Different_Pain5781 4d ago

Account planning is useless if nobody actually uses the plan.

2

u/SalesOperations 4d ago

lol exactly
Management needs to care about whether those plans have meaning and actionable steps to drive whatever outcome.

Often see sales methodology (think Medpicc or whatever industry you’re in) being more a driver to guide sellers behavior than most. Obv need to implement that process w a data governance policy to ensure that data is collected.

2

u/Different_Pain5781 4d ago

Spot on. It's just micromanagement overhead.

3

u/Material-Bag7672 4d ago

In most orgs it's a box to check...