1. STEP 1 (Assess)
1.1. District Sales Manager (DSM)
1.1.1. Quarterly Reports
1.1.1.1. Product Sales
1.1.1.2. Services Sales
1.1.2. Manufacture Lineup
1.1.2.1. Top 10 Manufacturers
1.1.2.2. Emerging Manufacturers
1.1.3. Sales Pipeline
1.1.3.1. Services Sales
2. STEP 2 (Design)
2.1. Create Business Plan
2.1.1. Margin Breakdown
2.1.2. Account Classifications Breakdown
2.1.2.1. Enterprise (Large)
2.1.2.2. Select (Medium)
2.1.2.3. Territory (Small)
2.1.3. Create Go-To Market Targets
2.2. Account Management Alignment
2.2.1. Share Business Plan
2.2.2. Capture Decision Points
2.2.2.1. Focus
2.2.2.2. Messaging
2.2.2.3. Practice Direction
2.2.2.4. Short Term Goals
2.2.2.5. Long Term Goals
2.2.3. Discuss Strengths & Weaknesses
3. STEP 3 (Implement)
3.1. Teams
3.1.1. Pre-Sales Teams
3.1.1.1. Business Development
3.1.1.1.1. Tactical Strategies
3.1.1.1.2. Strategic Planning
3.1.1.1.3. Account Mapping
3.1.1.1.4. Training
3.1.2. Post-SalesTeams
3.1.2.1. Skills Development
3.1.2.1.1. Technical Training
3.1.2.1.2. Soft Skills Training
4. STEP 4 (Manage)
4.1. VPL Team
4.1.1. Tactical
4.1.1.1. Monthly Calls
4.1.1.2. Team Reporting
4.1.1.3. Team Participation
4.1.1.4. Level Of Effort Mappings for services
4.1.1.5. Project Onboarding/Execution Steps
4.1.1.6. Tools
4.1.2. Strategic
4.1.2.1. Team Building Excersises
4.1.2.2. +
4.1.2.3. Regional Pre/Post Alignment
4.1.2.4. Partner Sponsorships
4.1.2.5. Service Offerings
4.1.2.6. Project Execution Plans
4.1.2.6.1. Process Plans
4.1.2.6.2. Deliverables Plans
4.1.2.6.3. Onboarding Plans
4.1.2.6.4. Project Closure Plans