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Critical Account Planning

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

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 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:

  • Successfully deepen and expand customer relationships using a proven account management process
  • 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 relationship strategy that skillfully aligns customer needs with opportunities
  • Carry account strategies forward with tactical implementation plans to grow business

Program Objectives of Critical Account Planning

Program objectives include:

  • Apply the Critical Account Planning (CAP) framework to key customer relationships
  • Collect critical information required to analyze accounts successfully
  • 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

Sales Training Delivery Options

Critical Account Planning can be delivered in a variety of ways:

Onsite Instructor-Led Sales Training

This classroom delivery option allows for a comprehensive learning environment equipped with role plays, case studies, group discussions, and other interactive activities enabling participants to easily transfer new skills from the classroom to the real world.

Virtual Instructor-Led Sales Training

Different from typical, self-paced e-learning environments, our online option is delivered by a live Janek facilitator, enabling participants to experience the same level of interaction they would in a physical classroom, utilizing technology.

Blended Training

This delivery method combines the ease of e-learning modules with traditional face-to-face teaching and allows participants to learn at their own pace while providing the benefits of group interaction and individual instruction.


Our Train-the-Trainer option will certify your internal training staff on the skills, processes, support tools, and methods necessary for the highest quality ongoing, internal delivery.

Janek’s training implementation approach

Our training implementation is guided by a proven world-class approach.


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.


Let us adapt this program for your team’s specific needs, industry, vocabulary, and culture.


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


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


Use a technology solution to reinforce training in a convenient and fun format.

Download the Critical Account Planning Brochure

Download the brochure

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