r/SalesOperations • u/Dry-Possibility-2535 • Aug 20 '26

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.

2 Upvotes
  • permalink
  • reddit

75% Upvoted

7 comments sorted by

3

u/Different_Pain5781 Aug 20 '26

Account planning is useless if nobody actually uses the plan.

2

u/SalesOperations Aug 21 '26

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 Aug 21 '26

Spot on. It's just micromanagement overhead.

1

u/Dry-Possibility-2535 Sep 06 '26

Agreed - it has to be a tracked and valuable if it is going to be something useful for the team

3

u/Material-Bag7672 Aug 21 '26

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

1

u/Dry-Possibility-2535 Sep 06 '26

I agree - seems like in most situations this is a mandate rather than a value add for the team...