What is an account plan?

One page for one customer account: what they buy from you, who matters there and where you stand with each person, the open deals, and the next steps with names and dates.

What should an account plan include?

The account today, the people, the open deals, what could go wrong and the next steps. The template has a block for each, and it fits on one page.

Which accounts need an account plan?

Your biggest few, any with a renewal coming up, and any where you only know one person. Start with five and add more once you're keeping those five current.

How often should I update an account plan?

The day something changes, and a full check on the first Monday of each month. Read it before every call with the account.

What's the difference between an account plan and a sales pipeline?

A pipeline is every deal you have, by stage. An account plan is one customer: the people there and every deal with them. The sales pipeline template covers the first.

Is the template free?

Yes. Copy it, print it or download it. There's no sign-up and no form to fill in.

ActivityTracker

Free template for B2B salespeople

Account plan template: the people, the open deals and the next step with a date, on one page

One page per account: what they buy from you today, the people who matter and where you stand with each, the deals that are open, what could go wrong, and every next step with a name and a date. Copy it, print it or download it for Word. Free, no sign-up.

Most account plan templates are a twenty-slide deck built for a yearly review, and nobody opens them again until the next one. This one fits on a page, so you can read it in the two minutes before a call. The block that matters most is the last one: every next step has a name and a date. Fill it in for the handful of accounts you can't afford to lose, and keep it next to your calendar.

The one-page account plan, ready to fill in

Download for Word

Account plan: [account name]

Owner: [you] Updated: ______ Next review: ______

The account today

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

Keep every deal by stage, across all your accounts, with the sales pipeline template

How to fill in the account plan in 30 minutes

Start from what you know, and mark what you don't.

Fill in the account today from your 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 every next step a name and a date, or cross it out

Keep the plan current: a date on every next step

A plan without dates is a wish list.

Read it before every call with the account
Change it the day something happens, not at the review
On the first Monday of each month, give every 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, your first next step is meeting someone new

A filled-in plan for one account

Northgate Logistics, planned by Omar Haddad, who sells warehouse software. Updated Monday 6 October. The names and numbers are made up.

Today: two warehouses run on the software, worth $48,000 a year, with the renewal on 31 January.
The people: Grace Tan, head of operations, backs him. Paul Reed, the finance director, decides, and Omar has never met him. Twelve floor supervisors use it.
Open deals: a third warehouse at $24,000, proposal sent, close by 15 November. A training package at $6,000, needs agreed, close by 30 November.
What could go wrong: Grace is the only person there who knows Omar, and Paul signs the renewal.
Next steps: Omar asks Grace to introduce him to Paul by 10 October. Omar sends the revised warehouse proposal by 14 October. Grace books the training dates by 20 October.

Open deals: $24,000 + $6,000 = $30,000, on top of the $48,000 a year they pay today.

Keep every person's deals and next steps on their record, dated

The template is free. ActivityTracker, the app we make, is paid. It keeps a record for each person you sell to, rather than one for the company.

Every message, meeting and note about them on one page
Stages that match how you sell
Type a follow-up in one line and it's dated, with a reminder

See how the CRM works

Questions

Know the next step in every account, and the day it's due

The template is free to use. The app is paid and keeps every deal and follow-up on the record of the person it's with.

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