The account plan, ready to fill in
One page for one customer, short enough to read before a call. Start with the handful of accounts your team can't afford to lose. Copy it, print it or download it for Word.
Account plan: [account name]
Owner: [rep] Updated: ______ Next review: ______
The account now
- What they buy from you: ______
- What it's worth to you this year: ______
- Contract or renewal date: ______
- What they're trying to get done this year: ______
The people
| Name | Role | What they care about | Where you stand | Last spoke |
|---|---|---|---|---|
| __ | __ | __ | __ | __ |
| __ | __ | __ | __ | __ |
| __ | __ | __ | __ | __ |
| __ | __ | __ | __ | __ |
| __ | __ | __ | __ | __ |
| __ | __ | __ | __ | __ |
Where you stand: pick one for each person
- Backs you. They'd argue for you in a meeting you're not in.
- Decides. They sign, or they tell the person who signs.
- Uses it. They use what you sell every day.
- Not sure. You haven't spoken, or you can't tell yet.
- Against. They'd rather keep things as they are.
Open deals
| Deal | Value | Stage | Close by | Next step |
|---|---|---|---|---|
| __ | __ | __ | __ | __ |
| __ | __ | __ | __ | __ |
| __ | __ | __ | __ | __ |
| __ | __ | __ | __ | __ |
| __ | __ | __ | __ | __ |
What could go wrong
- Only one person there knows you: yes / no Who else to meet: ______
- A competitor already in the account: ______
- Anything changing on their side: ______
Next steps
| What | Who | By when | Done |
|---|---|---|---|
| __ | __ | __ | __ |
| __ | __ | __ | __ |
| __ | __ | __ | __ |
| __ | __ | __ | __ |
| __ | __ | __ | __ |
| __ | __ | __ | __ |
How to use the account plan
- Fill in the account from the last invoice and your notes.
- List everyone you've met there, then the people you haven't met yet.
- Mark "Not sure" honestly. That column is your list of people to meet.
- Add every open deal, even the small ones.
- Give each next step one name and a date, or cross it out.
A filled-in account plan
Farid Ismail sells warehouse software, and Meridian Cold Store is his biggest account. The company, the people and the numbers are made up.
The account now: two warehouses run on the software, worth S$48,000 a year. The renewal is on 31 January.
| Name | Role | Where you stand | Last spoke |
|---|---|---|---|
| Grace Tan | Head of operations | Backs you | 2 Oct |
| Paul Lim | Finance director | Decides, and Farid has never met him | Never |
| 12 floor supervisors | Use the software daily | Uses it | 18 Sep |
| Deal | Value (S$) | Stage | Close by |
|---|---|---|---|
| Third warehouse | 24,000 | Proposal sent | 15 Nov |
| Training package | 6,000 | Needs agreed | 30 Nov |
What could go wrong: Grace is the only person there who knows Farid, and Paul, who signs the renewal, has never met him.
| What | Who | By when |
|---|---|---|
| Ask Grace to introduce Paul | Farid | 10 Oct |
| Send the revised warehouse proposal | Farid | 14 Oct |
| Book the training dates | Grace | 20 Oct |
The sum: S$24,000 + S$6,000 = S$30,000 open, on top of the S$48,000 a year they pay now. Paul signs the renewal, so meeting him is Farid's first step.
Three versions for three kinds of account
| The account | Fill in first | The next step that matters |
|---|---|---|
| Renewal in the next three months | Who signs, and whether you've met them | A meeting with the person who decides, before the renewal talk starts |
| A customer you can grow | What they don't buy from you yet, and who'd own it there | One introduction to the team that'd use it |
| An account at risk | What changed, and who's against you | A call from you, as the manager, with the person who decides |
Keeping it current
- Read it before each call with the account.
- Change it when something happens, and leave nothing for the review.
- Once a month, give each late next step a new date or cross it out.
- Move an account with a renewal in the next three months to the top of your list.
- When your only contact leaves, the next step is meeting whoever took over.
In your 1:1s, ask each rep to bring one account plan. It takes five minutes, and you'll see which ones nobody's opened lately.
What Palby Sales Tracker counts
Palby Sales Tracker doesn't keep account records, deals or next steps. Those stay on this page. It counts the work your reps put in.
Rename one of the nine starting tiles to Account meeting, and each one is one tap on the rep's phone. The board shows each tile's count for this week, last week, this month or any dates. Analytics shows who has gone quiet, and you can export the activity feed to CSV.
See how activity tracking works.
30 minutes. You choose the day and the time.
Book a walkthroughKeep reading
- Activity tracking
Common questions
One page for one customer account: what they buy, who matters there and where you stand with each person, the open deals, and the next steps with names and dates.
The account now, the people, the open deals, what could go wrong and the next steps. The template has a block for each.
Your biggest few, any with a renewal coming up, and any where you only know one person. Start with five, and add more once those five stay current.
When something changes, with a full check once a month. Read it before each call with the account.
Only if someone reads them. A plan helps when it shows you something you'd otherwise miss, like a renewal signed by someone you've never met.
A sales plan covers the year's number across every customer. An account plan covers one customer. The [sales plan template](/sales-tracker/templates/sales-plan) does the first.
Yes. Copy it, print it or download it. There's no sign-up and no form to fill in.