In-Person Account Planning: 5 Secrets to Make It Successful
This post is part of a series exploring the findings from HopperBlue’s 2024 IT Channel Outlook Study.
Today, we focus on a crucial component that stands out in the study: the art of in-person account planning. When manufacturers and partners come together for an account planning day, it sets the stage for synergy, strategy, and long term success.
1. Collaborative Pre-Planning
Prepare Together for Success
The journey begins well before anyone steps into the meeting room. Preparation is a collaborative effort that involves both the manufacturer and the partner. A meeting should take place well before the event. Some of the things that must be agreed upon are agenda, objectives, and availability of data such as account mapping information. Agreeing upon the goals and desired outcomes for the session early on ensures that both sides are invested and understand the direction of the day.
2. Event Execution
Structure and Substance
A well run account planning day is like a finely tuned symphony, where every moment counts, and every interaction is purposeful. Here's what you can typically expect:
Opening remarks that set the tone for the day
Account review - 1:1 time for AMs and Sales Reps
Strategy workshops
Team-building activities
Wrap-up and next steps
To ensure structure and timeliness, create an schedule that is strict on start, break, and end times but flexible enough to accommodate productive discussions. This balance helps maintain focus while encouraging collaboration.
3. Trust-Building Tactics
Building Blocks of Partnerships
Earning someone's trust takes time but some tricks will accelerate it. Engage in activities that require collaboration, such as role-playing exercises that simulate sales scenarios or problem-solving workshops on hypothetical account issues. Sharing insights and vulnerabilities during these exercises are key to breaking down barriers and creating a sense of unity.
4. Make it Fun
Mix Business with Pleasure
Who says account planning can't be fun? Gamifying certain aspects of the day and bring in interactive elements that can make the event memorable and boost engagement. Break up heavy discussions with lighter, more enjoyable segments, you keep energy levels high and minds sharp.
5. Defining Outcomes
Visible Results and Shared Commitment
Typical results of a successful account planning day are joint action plans, clear accountability for each participant, and a common strategy on how to tackle the market. It is vital for both manufacturer’s reps and partner’s reps to leave with a shared understanding of next steps and commitment to agreed-upon strategies.
6. After the Event
Keep Up the Momentum
After an event like this, the focus shifts to maintaining momentum. Distribute a summary of the day's discussions and action items to keep them top-of-mind. Schedule follow-up meetings and establish regular check-ins to monitor progress. Avoid losing track by using tools such as shared calendars or project management software so that the energy from the occasion does not wane away.
7. Continuous Collaboration
Sharing Responsibility for Long-Term Success
Sharing ongoing responsibility for activity and follow-up is the critical element of sustaining success post-event. Effective channel communication platforms can facilitate this, allowing for real-time updates and collaborative problem-solving. Make sure that all parties agree on the responsibilities and processes for any lead follow-up, account updates, and opportunity tracking to ensure that the collaboration continues long after the event has concluded.
Next Steps
Our 2024 Study shares an all-encompassing perspective on the administrative challenges faced by channel partner managers. More importantly, you'll discover detailed strategies and best practices for overcoming these obstacles, enabling you to focus more on growth-driving activities. Equip yourself with the knowledge to enhance your productivity and operational efficiency, ultimately leading to more successful channel partnerships and increased revenue.
For additional deep-dive articles from our 2024 IT Channel Outlook Study, visit our guide on Exploring Today’s Challenges for Channel Sales Leaders: Key Insights from Our 2024 Study
FAQs
1. What makes in-person account planning days so effective?
In-person account planning days are effective due to the direct engagement they facilitate, which enhances understanding, trust, and commitment among team members.
2. How often should you schedule in-person account planning days?
It's advisable to schedule in-person account planning days at least once a year to maintain alignment and momentum but adjust as needed based on your sales cycle and team needs.
3. Can virtual tools be integrated into in-person account planning days?
Yes, integrating virtual tools like real-time collaboration software can enhance in-person sessions, making them more dynamic and productive.
4. What is the best way to measure the success of an account planning day?
Success can be measured through follow-up achievements against set goals, participant feedback, and the execution of planned actions.
5. How can you ensure continued engagement after an account planning day?
Continual engagement can be maintained by regular follow-ups, using shared digital platforms for updates, and setting clear, measurable goals for the next meeting.