Leading key account sales organizations
Key account sales is a channel focussing on selected accounts of special importance.
DELTA T-Selling cockpit for leading the key account channel
DELTA T-Selling offers a crisp and powerful methodology for leading this channel - supported by the DELTA T-Cockpit:
- For defining a "one page operational sales plan" for each key account,
- For developing the top level channel sales plan in the same format
- For leading these operational plans through the PLC cycles (plan-lead-check).
Defining key account plans
Based on the DELTA T-Selling methodology each Key Account Manager defines the "one page operational sales plan" focussing on the specific of each account - defining:
- the sales goal for the key account
- the critical success factors relevant for this key account (which vary widely by account - even within industry segments)
- the obstacles (constraints) to be overcome in order to reach the critical success factors,
- the actions required to resolve these obstacles.
Defining the key account channel sales plan
This is the "top level" sales plan leading the whole key account channel to its goal. To define this plan:
- The Key Account Channel Sales Manager defines the overall goal from the goals of the individual key account plans,
- identifies constraints on the channel level as part of the operational plan,
- and recognizes systemic constraints on the account level by identifying those which appear in individual plans frequently.
Leading execution of the channel and key account plans
Module 2 of the DELTA T-Selling Cockpit offers a focused toolset for leading both the top level and account level plans and for reviewing and adjusting these plans on a regular basis.