Worksheet · Sales Effectiveness Health Check
One page for each top account
It prints on A4 with room to write.
A plan that holds only this year's revenue is a target with a wish list. This sheet puts growth, products, people and actions for one account on one page. It builds the Competent step of the check:
Each top account has a one-page plan with a growth target, the products to introduce, the people to reach and the next three actions.
The page: one per account, the ten biggest first
| Box | Your words |
|---|---|
| Account | |
| Bought from us last year | |
| Spends on what we sell, all suppliers | |
| Growth target for this year |
Products to introduce
| Product or service | Why this account needs it | Value a year if taken up |
|---|---|---|
| e.g. Pre-cut kits | Site labour is their bottleneck | $120k |
People to reach
| Name and role | What they decide | Our contact with them now | Who from our side should meet them |
|---|---|---|---|
The next three actions
| Action | Owner | Date |
|---|---|---|
The quarterly review with the manager
| Quarter | Target to date | Bought to date | Actions done | What changes in the plan |
|---|---|---|---|---|
| Q1 | ||||
| Q2 | ||||
| Q3 | ||||
| Q4 |
Done when: each top account has this page, with a growth target, the products to introduce, the people to reach and three dated actions.
Adapted from our own profit-improvement suite (PSP, 2003).
From the Sales Effectiveness Health Check. Your report links the sheet for each of its moves.