The Sales Professional: Account planning tips for key accounts

The Sales Professional: Account planning tips for key accounts

ARE you getting the picture that planning and preparation are fundamental to your success? Is it clear that ad libs are for amateurs?

Continuing on the premise that great sales professionals are excellent tacticians, the account plan is last but — by far — not least.

The old 80/20 rule usually works out: "Key accounts" can generate about 80% of your success. Selling these 20% of your accounts — and keeping them sold —

All access premium subscription

This content requires a subscription to Feedstuffs in order to access. If you are a paid subscriber, use your email and password to Log In now.

Current Feedstuffs Subscribers: Online and mobile access are now included at no charge to you. To read this article, use your subscriber email and password to log-in to your account (or contact us for assistance in updating your account.)

Not Currently a Subscriber: Subscribe NOW to Feedstuffs and receive our print and/or digital publications, enewsletters and premium online content. Visit and click on Subscribe at the top of the page for more information.



Hide comments


  • Allowed HTML tags: <em> <strong> <blockquote> <br> <p>

Plain text

  • No HTML tags allowed.
  • Web page addresses and e-mail addresses turn into links automatically.
  • Lines and paragraphs break automatically.