Sample Participant Guide: Account Planning
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This document outlines revenue goals and opportunities for an account team. It provides calculations to adjust the initial revenue goal based on year-to-date performance and current opportunities in the pipeline. Specifically, it calculates an adjusted revenue goal, adjusted current opportunities value, modified objective to create new demand to make up the difference between the adjusted goal and opportunities, and a revised performance revenue goal based on the expected win rate.
Sample Participant Guide: Account Planning
- 1. ACCOUNT TEAM REVENUE GOAL 1. Example a) Revenue Goal $ $2,500,000 b) Realized (closed) YTD $ -$1,000,000 - c) Adjusted Revenue Goal $ =$1,500,000 = 2. Example a) $ Volume of Current Opportunities $ $500,000 b) Win Rate $ X .60 x c) Adjusted Current Opportunities $ =$300,000 Revenue = 3. Example a) Adjusted Revenue Goal $ $1,500,000 b) Adjusted Current Opportunities $ -$300,000 Revenue - c) Modified Objective for Creating $ =$1,200,000 Demand = d) Win Rate /.60 / e) Revised Performance Revenue Goal $ =$2,000,000 = 息 2007 CPC GLOBAL 3
- 2. THE STRATEGIC CASCADENEEDS MAP EXERCISE: 1. Build a Needs Map for the account you have selected 2. Highlight areas where you are not surethese will provide good call objectives for your next customer meeting 3. Be prepared to explain your map to the rest of the group 息 2007 CPC GLOBAL 20
- 3. STEP FOUR: EXECUTIVE VALUE STATEMENT 息 2007 CPC GLOBAL 22