Account Management

The following Sales Management Tools are part of our "Account Management" Toolset.  Our Outbound Excellence "All-In-One" Toolkit includes 14 sets of these proven Sales Management Tools, a set for each of the 14 roles of the Sales Management position.

What you see below are "Images" of the tools that you receive as part of your "All-In-One" Sales Management System to allow you to determine the level of value these tools would provide in helping you coach and develop your sales team.

When you purchase the "All-In-One" System you are provided with access to download these tools in a pre-designed, pre-formatted Microsoft Office Application.  Just plug in your data and you have proven, "ready to use" - Sales Management Tools.

Each tool includes unlimited phone and email training and support at no additional cost.

View Our Sales Management Best Practice Account Management Performance Audit

Note: Click any image below for a full screen view.

77. Account Management's Business Plan 75. KSI Performance Benchmarks
A great sales forecasting tool that allows you to see over a dozen key sales forecasting elements for each of your sales representatives. The Account Management Business Plan measures monthly, quarterly and annual sales by account, industry and market trends, products purchased, accounts won and lost, unique buying patterns, disruptions in buying patterns, Monthly and YTD performance vs quota, average # of buying accounts / month, average sales per customer and more. This is one of the most effective performance monitoring and forecasting tools ever developed. One of the most important elements of an effective performance development strategy is the benchmarking of the Key Sales Indicators - KSIs / Key Performance Indicators – KPIs of each sales representative as well as the performance of the overall sales organization. Sales representatives as twice as apt to buy into a development plan and strive to achieve the goals of a development plan when the goals are based on the performance of their peers.
101. Account Development Action Plans: Best Practice! 112. KSI Performance by Account Manager
The account development action plan is one of the most effective account development tools ever developed. It benchmarks the sales organization’s overall Account Development Performance in each KPI area and then compares each sales representative’s individual Account Development Performance against the sales organization’s overall KPI benchmarks. It provides key Account Development intelligence for developing tailored account development action plans based on areas each sales representative is under performing against the sales organization’s overall Account Development performance. Sales Representatives respond most effectively to performance development plans in which the performance measured is based on the actual KSI performance of their peers. So the KSI performance by account manager provides an accurate and detailed measurement of each key sales initiative by account manager.
100. Lost Account Analysis 119. Initiatives Tracker
A mandatory report for any sales manager should be the lost account analysis. This report indicates all accounts which have been lost by the sales team including the length of time each account was a buying customer, their total revenue the previous year, last purchase date and why the account was lost. The sales manager should be responsible for contacting each of these accounts to win back the accounts, identify any patterns disrupting customer relationships and to identify account development coaching needs for each sales representative. The quickest and easiest way for a performance development plan to lose its effectiveness is through improper follow-up. The Performance Development Initiatives Tracker tracks the Performance Development Plans of each member of your sales team. Structured follow-up of Performance Development Plans ensures commitments made by both the sales representative and sales manager are executed on time and in accordance with the specific requirements of each plan. Think of this as a Performance Improvement Accelerator.
136. Business Plan: Sales Forecaster / Tracker 135. Business Plan: Industry Market Analysis
The Sales Forecaster / Tracker is also a subset of the Account Management Business Plan. It provides one of the accurate and effective sales forecasting tools on the market. The sales forecaster provides the following sales forecasting data for each account: Previous Year Sales, Historical Quarterly Sales, Monthly Sales ( rolling 12 Months sales), Monthly Sales Forecast, Monthly Actual Sales, YTD Sales Forecast and YTD Sales. The Industry / Market Analysis is a subset of the Account Management Business Plan. In conducting an Account Management analysis it is important to know which industry and market segments each sales representative is having the highest level of success generating sales. This allows both the sharing of best practices with other sales representatives, focused training to make reps. subject matter experts in areas they show natural skills and interests and allows for obtaining additional leads in areas which have shown a high probability of success. Note: One of the best indicators of future success is past success.
138. Business Plan: Monthly Sales vs Quota Graph 139. Business Plan: YTD Actual Sales vs Quota Graph
This graph is a supplement to Process # 137 the Actual Sales vs Quota data table. This graph converts the data table into a visual snapshot of Actual Sales Performance vs Quota. This graph is a supplement to Process #137 and tracks the difference in YTD Sales against YTD quota. The graph therefore displays on a monthly basis whether the sales representative’s sales performance is above or below the sales representative’s YTD quota. This is a very powerful tool for tracking individual as well as team performance against budget.
140. Business Plan: Monthly Buying Accounts / AOS 141. Business Plan: # of Buying Accounts / Month Graph
This Account Management Tool, along with tools 134 – 139 are all part of the Account Management Business Plan #134. This tool / report includes a data table as well as supplemental graphs that measure each sales representative’s # of active buying accounts per month as well as the monthly average order size per sale. It is critical that Sales Leaders track the number of active buying accounts on a monthly, quarterly and annual basis and ensure that a performance development plan is in place by rep, by team and for the overall sales organization to improve customer acquisition and retention performance. There is no greater area of importance in monitoring and developing a sales organization’s performance than in the net gain / loss in active buying accounts. The # of Buying Accounts / Month Graph is a supplement to the Monthly Buying Accounts data table #140 listed above. It provides a visual snapshot of the historical performance of each sales representative as it relates to their ability to attract and retain customers. It should be a primary goal of every Sales Leader to focus on the continuous growth of active buying accounts from each sales representative. Continuous profitable sales and profit growth will automatically follow continuous increases in an organization’s number of active buying accounts.
142. Business Plan: Average Order Size 144. Top Customer Overdue Buyers Report
The # of Buying Accounts / Month Graph is a supplement to the Monthly Buying Accounts data table #140 listed above. There are two key objectives you want each sales representative to achieve in the area of Account Management: Increase Breadth and Depth. Increasing Breadth is measured by process #140 which tracks the increase in the # of active buying accounts. The graph measures the increase in Depth, or the increase in the size of sales sold to existing accounts. As sales representatives gain increased knowledge about accounts and make new contacts in new areas, the size of sales into these accounts should increase. Every organization should run a monthly report that lists the organization’s Top 100 accounts along with their historical buying history as well as their last account activity. This report provides an immediate identification of any accounts that have a disruption in their normal buying activity. This review will uncover potential financial challenges with a client, possible customer satisfaction issues, or at the very least, result in a friendly follow-up management call just to thank the client for their business. This report will significantly release customer retention performance.
143. Account Management Audit Matrix: Best Practice!
The account management audit matrix will accurately identify the specific strengths and weakness of each sales representative based on their ability to manage and develop their assigned accounts. Within just minutes you will have an accurate report of the specific strengths and weaknesses of each sales representative in the 10 key account management/development areas. This report measures Account Management performance by Account Management KPIs as well as by account. Additionally it creates a tailored action plan for improving account management / development performance based on each sales representative’s unique needs.

Outbound Excellence Inc. – 877-337-2674 / 602-770-0012 – success@outboundexcellence.com Dave Kalstrom CEO – P.O. Box 424 Maricopa, AZ. 85234