We all know the best way to achieve sales goals is to set them and develop a plan, yet account planning is often hard to implement. A lot of avoidance psychology comes into play when we start thinking about account planning. Let’s face it, sales people…well…want to sell, hit their numbers, and make their goals. They often have difficulty directly connecting those types of results to spending the necessary time to develop and execute an effective account plan.
This week in In Process, Mark Donnolo, managing partner of SalesGlobe and author of "The Innovative Sale,” discusses how to combat approach avoidance when it comes to developing―and implementing―an effective account plan. He has a new book coming out in late May titled “Essential Account Planning: Five Keys for Helping Your Sales Team Drive Revenue.”
Join Evelyn Ashley and John Monahon of Trusted Counsel with their guest expert, Doug Tatum, Newport Board Group Chairman of the Board as they discuss the challenges often faced by companies transitioning from small to big. Doug discusses the navigational rules these companies need in his book No Man’s Land: Where Growing Companies Fail. Purchase this book at Amazon.
Join us for a fast-paced conversation about the common issues faced by companies as they go through growth transitions!