Salespeople and leaders often review the quarter to drive results and meet their targets. This regular review helps them stay focused on achieving their goals. However, account managers—whose roles are ongoing and not tied to a specific close date—can sometimes overlook the benefits of quarterly planning. Yet, this practice can be beneficial, particularly in driving results through ongoing client engagement, continuous skill development, and account expansion.
Quarterly planning can transform your account management team from being reactive to proactive. There is significant potential within existing accounts, and a solid quarterly plan helps ensure that nothing is missed. Here are five key actions to focus on based on our proven Quarterly Action Plan framework:
Account Management Quarterly Review & Planning
1. Review the Last Quarter's Performance and Key Figures
Start by reflecting on the past quarter. Gather your team to review key performance metrics, including revenue growth, client retention rates, and any at-risk accounts. Discuss what went well and identify any areas for improvement. This is also the time to evaluate the success of any strategic initiatives or key activities planned at the start of the quarter. Understanding the wins and challenges will provide valuable insights that can inform your approach for the next quarter.
2. Evaluate Key Accounts (Top 20/Growth/At Risk)
Focus on your key accounts—those representing your top 20 clients, those with significant growth potential, and those at risk. Assess each account's current status, reviewing any developments over the last quarter and strategising on how to further solidify relationships.
Prioritise outreach to at-risk accounts to address any concerns and reinforce your value. Plan the next steps for high-growth accounts to nurture and expand these relationships in the upcoming quarter.
3. Plan for Upcoming Events and Development Activities
Events and development activities are essential for building and maintaining strong client relationships.
Review any events planned for the next quarter, such as client workshops, training sessions, or industry conferences. Ensure your team is prepared and the events align with your strategic goals.
Additionally, consider what development activities, such as team training or process improvements, should be prioritised to enhance your account management capabilities.
4. Prepare for Renewals and Remarkets
The end of the quarter is an ideal time to prepare for any upcoming renewals or remarketing efforts. Ensure your team has a clear plan for renewing contracts with existing clients, focusing on maintaining or improving terms.
Gather the necessary data and insights to create compelling proposals if any accounts are due for remarketing.
Early preparation in this area can prevent last-minute rushes and increase the likelihood of successful outcomes.
5. Strategic Initiatives and Key Activities for the Next Quarter
Finally, outline your strategic initiatives and key activities to set the stage for the next quarter. Based on the insights gained from your review, identify the initiatives that will drive growth and client engagement in the coming months. These might include launching new service offerings, expanding into new markets, or implementing new account management processes. Ensure that these initiatives are communicated to your team and everyone is aligned on the priorities.
By incorporating quarterly planning into your account management practices, your team can uncover significant potential within existing accounts, driving sustained growth and engagement.
This proactive approach helps achieve immediate goals and builds a strong foundation for long-term success. Encourage your account managers to embrace the discipline of quarterly reviews and planning—a habit that will pay off in client satisfaction and business results.
Comments