Critical Account Planning™ FAQ
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 650% across the entire Janek services suite based on Janek sales training delivered during 2020. 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.
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.
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.
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.
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.
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.