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Want to maximize sales growth? An account planning helps you strengthen client loyalty, uncover new cross-sell & upsell opportunities, and position yourself as a trusted advisor. Don’t leave revenue on the table—start planning today.
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In Salesforce’s State of Sales research, sales leaders identified three key revenue channels they expect to drive their sales forecasts in the coming year:
- Run-rate business from existing clients
- Cross-sell opportunities within those clients
- Upsell opportunities to expand existing accounts
Where Is Your Growth Coming From?
As a sales leader or professional, take a moment to assess your own territory or client book. How much of your sales forecast this year relies on your existing clients?
If a significant portion of your forecasted revenue comes from your current clients, it’s time to rethink how you manage those relationships. That’s exactly what I explore in my latest article, Turn Key Accounts into Sales Accelerators, featured in the March 2025 issue of Top Sales Magazine. You can read it for free here.
Once you have a structured plan in place, focus on your top 10 to 20% of existing clients—this will give you a solid reason to stay engaged with them on a quarterly or semi-annual basis.
Three Big Wins of Sales Account Planning
Implementing an account planning tool isn’t just about organization—it drives real business impact. Here’s how:
- Strengthen Client Loyalty & Defend Against Competitors
Staying proactive with your top clients ensures continued run-rate business while keeping competitors at bay. Regular engagement builds trust and strengthens your position as their go-to partner. - Enhance Prospecting & Unlock New Sales Opportunities
Your best clients are often your best prospects. A structured account plan helps you identify fresh ways to serve them—whether it’s through cross-selling complementary solutions or upselling premium offerings. - Position Yourself as a Trusted Advisor
The more time you spend within your clients’ businesses and industries, the better positioned you are to offer strategic advice, fresh insights, and innovative solutions. This level of value-driven engagement makes you indispensable.
The Bottom Line
An account planning tool isn’t just a sales strategy—it’s a growth multiplier. It helps you optimize revenue potential while delivering better outcomes for your most valuable clients.
So, take the time to map out your top accounts, create a structured engagement plan, and watch as your sales forecast transforms into real, predictable growth.
Help Your Team Implement Better Sales Strategies
If you’re looking to enhance your sales strategy and effectively engage clients and prospects, contact me for to learn about my sales consulting and sales training offerings. Let’s work together to transform your sales approach and achieve outstanding results.
Frequently Asked Questions
Account planning is a strategic approach to managing existing clients by identifying opportunities for cross-selling, upselling, and strengthening relationships. It helps sales teams maximize revenue, improve client retention, and stay ahead of competitors.
An account planning tool allows sales professionals to map out key clients, track engagement, and identify growth opportunities. By staying proactive with top accounts, you can drive repeat business, uncover new needs, and position yourself as a trusted advisor.
To keep your sales pipeline strong, review and update your account planning strategy at least quarterly. Regular check-ins with top clients help maintain loyalty, identify new business opportunities, and ensure you're meeting their evolving needs.
Our Strategic Selling signature sales training program is now available online. This online sales learning program is ideal for professional services and B2B sales. Get started with 2 free lessons.