Get this template plus 350+ other premium business tools & templates at www.demandmetric.com

1. Key Account Planning Tool
Purpose
The purpose of this tool is to facilitate the development of key account plans. Account
planning allows you to work backwards from annual sales targets to determine which actions
need to be taken to achieve your goals & objectives. Additionally, account plans provide
measures that can be monitored and managed.
Corporate Overview
Provide a brief description of this account, including annual revenue, key decision-makers,
strategic objectives, or other pertinent information.
Organizational Hierarchy
Develop or acquire an organizational hierarchy to outline business units, management
reporting structure, and decision-making/approval process.
Opportunity Size
• In a best-case scenario, how much revenue could your organization gain from this key
account? Be optimistic, but reasonable, with your estimate.
• What products/services does this organization have an implicit need for?
Current State of Account
Document current customers, products/services purchased, any deals that are in progress,
and how your company is competitively positioned.
Goal State for Account

2. Illustrate your vision for how this account will look in 12 months. You might have cross-sold to
other decision-makers in the account, up-sold current customers, or have achieved other
account objectives.
Account Objectives
• Set realistic, measurable, goals for this key account.
• How can you further penetrate this account?
• What can you do to ensure that this account is retained?
Account Action Plan
Create a step-by-step account action plan with goals and objectives that can be monitored
and measured. Consult your key account plans on a quarterly basis to update the information
and track results of your effort.
1. Step 1 – clarify this step in the process.
2. Step 2 – clarify this step in the process.