Critical Account Planning™

Learn how to protect and grow key accounts by adopting a proven account management strategy.

 

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Grow Revenue Within Existing Accounts with Critical Account Planning

Often overlooked by many sales professionals is the opportunity to deepen and expand the relationship within existing accounts.

Critical Account Planning is a proven account management program that teaches sales professionals how to strengthen their customer relations and plan for and maximize opportunity within existing accounts.  This approach leads to stronger, longer-lasting relationships, improved customer loyalty, and increased revenue.

Key Benefits of Critical Account Planning

After completing this program, your sales team will be able to:

  • Solidify customer relationships through tried and true account management methodologies
  • Approach accounts with consistency and precision, resulting in more closed business and stronger customer relationships
  • Gain insight into how to manage, organize and analyze critical account information
  • Develop a deeper understanding of how your customers’ needs align with opportunities
  • Carry account strategies forward with tactical implementation plans to grow business

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Program Objectives of Critical Account Planning

 

  • Leverage the Critical Account Planning (CAP) strategy to increase customer loyalty in high-value accounts
  • Analyze accounts using critical customer data and information
  • Identify the decision-making process within key customer relationships
  • Create a plan to identify and work with key account contacts
  • Protect accounts by analyzing the competitive strengths and weaknesses impacting customer relationships
  • Align customer needs to account priorities and objectives
  • Plan and prioritize next steps to drive opportunities forward

Why Does Sales Account Planning Matter?

You understand that creating new customers is much more expensive than hanging onto your current ones. While generating new leads is critical to growth, fostering meaningful relationships with your existing customers is a fantastic way to improve profitability. Strategic account management is a customer-focused approach that streamlines the time it takes to generate a sale by analyzing key information within existing customer accounts, including their goals and challenges. Account planning holds the key to a better way to do business across many aspects, such as:

Questions about our sales training programs? Let us tailor a training solution that matches your needs.
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Janek is the Right Partner for Your Strategic Account Planning Needs

When you’re interested in strengthening your strategic account planning workflow, count on the team at Janek. We’re an industry-leading performance solutions provider with years of experience working with global businesses in various industries. Our team leverages their experience to develop personalized account management services that align with your company culture and objectives.

At Janek, we pride ourselves on delivering our clients unrivaled value. We strive to improve business practices by using proven methodologies to boost sales performance and client satisfaction. With our team by your side, you’ll experience a group of professionals committed to living out an unwavering set of business values, including:

  • Always be learning.
  • Play as a team.
  • Be reliable.
  • Execute with excellence.
  • Demonstrate flexibility.
  • Act with integrity.
  • Delight the customer.

Supporting Services

Leverage the full scope of Janek’s solutions to drive immediate and long-term results. Contact us to learn more about these services.

Personalization

Work with experienced facilitators with the know-how to customize training programs to align with your organization’s language, culture, demands and focus.

Reinforcement

Take advantage of our turn-key and hands-on training reinforcement solutions.

Measurement

Validate training effectiveness in terms of performance improvement, business results, and ROI.

Jenius CC

Support your salespeople with intelligent tools that deliver personalized coaching at scale.

Download the Critical Account Planning Brochure

Download the Brochure

More information about the Critical Account Planning program is available in this downloadable PDF.

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Critical Account Planning™ FAQ

What type of ROI should we expect from Critical Account Planning™?

Janek’s end-to-end training solutions deliver effective, long-term lessons with a framework for consistent reinforcement. Our partners enjoy an industry-leading average ROI of 1293% across the entire Janek services suite based on Janek sales training delivered during 2024. Critical Account Planning is a sales training program aimed at improving key account management practices including how to effectively approach strategic account planning and refining the broader account planning process.

How does Jenius CC support account management and planning efforts?

Jenius CC keeps account strategies top of mind by prompting timely reviews, updates, and coaching aligned with long-term client goals.

Our sales training program is research based, what does that mean and how often is it modernized?

Janek routinely refreshes and updates our sales training programs based on market research, new data, and evidence from the field. Our programs are built to keep your customer’s business needs front-and-center during the account planning process.

What are the key metrics for success that Janek will improve upon from Critical Account Planning™?

The Critical Accounting Planning program improves your team’s ability to identify the specific roles of the key stakeholders on their accounts and recognize the best ways to improve on vital customer relationships. CAP equips your sales team with the tools they need to analyze accounts, identify opportunities for account growth, and better integrate your services with a customer’s strategic direction.

Who in my organization would benefit from Critical Account Planning™?

Critical Account Planning benefits everyone on your account teams. Whether you are a strategic account planner, account manager, or a seasoned sales professional, Critical Account Planning provides you with the framework to review the strategic direction of every account.

Does Critical Account Planning™ apply to strategic accounts of all sizes?

Yes. At Janek, we recommend Critical Account Planning for all strategic accounts within a portfolio. These accounts can vary in size, and we suggest focusing your training on the client accounts that your account team believes have the most growth potential. As a framework, CAP is perfect for improving the skillsets of your strategic account managers and enhancing the existing account strategy.

Can Critical Account Planning™ tools be integrated into my CRM?

Yes. Many Janek clients integrate Critical Account Planning tools into their CRM of choice including Salesforce and other platforms. Janek Sales Consultants can work with you to determine the best method for integrating CAP tools directly into your CRM.

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Boosting sales is possible with strategic account plan management training from Janek. We develop all our programs using the latest data to create exceptional learning experiences that result in professional growth.

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