The first step towards meeting and over achieving your sales quota is to build a sales plan. Whether it is at the account level, territory level or the organization level, your plan is your compass for achievement.

The best sales plans are generated as a team, validated with customers and periodically indexed to growth parameters in your addressable market.​​

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Insight Driven Account Planning

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Failing to Plan is Planning to Fail

The least common denominator for planning within sales organizations is the Account. For a sales professional, the ability to meet quota is indexed on a strong pipeline, and the best source for a solid pipeline is Account Planning. In many organizations, account planning is a customary Q1 ritual with some meetings, some pipeline generation, and some PowerPoint slides. This ritual has led sellers to question the value of the entire exercise that finally results in missed quotas and challenged customer commitments. There must be a better way!

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Our Approach

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How do we engage?

Account planning engagements involve the identification of specific accounts and account teams for the planning exercise.

The first planning session is led by our master facilitator using a coaching approach to drive the planning process for one identified account team. The managers observe the conduct and take notes so that one chosen manager can replicate the process for a different account later in the day.

This cycle of observation and application is driven for multiple industries so that the managers understand the nuances of facilitation and coaching across different industries and teams.

Experiencing 'A-Ha' moments.

Managers who have experienced our account planning engagements talk about their ‘A-Ha’ moments when they realized that what they know is very different from what they should know. Principles of facilitation, structuring meetings and conversations, utilization of frameworks to facilitate stretch thinking are all elements that they find valuable.

Sales professionals who experience these workshops talk about discovering a new normal for the quality of their account plans. They also realize the impact of facilitated account planning that helps them focus on the customer rather than on the process. They are sometimes surprised about the quantum of opportunity that lies untapped with their customers. The joys of teaming and building accountability to customer outcomes are also exercises that transform how they think about teaming.

Organizations who invest in these Account Planning workshops are pleasantly surprised to see multiple millions of $s of additional net new pipeline. At Tripura, we have had the pleasure of running hundreds of these sessions across the globe and have generated close to $4 Billion in net new revenue for our customers

Customer Results - Case Study

Connecting the Dots from Account Planning to Revenue Results

Recommended Resources for Sales Planning

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Q0 Planning: 5 Ways You Could Assess If You Have a Good Plan?​

Q0 Planning: 5 Ways You Could Assess If You Have a Good Plan?​

Most companies embark on a new fiscal in April. Keep your hand on your heart, and tell me if you have a solid plan as you move into the new fiscal? By the way, how will you know if you have a good plan? Allow me to share 5 ways you could assess if you have a good plan:
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Amplify Your Pipeline Through The Power of Coaching

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One of the dysfunctions that sales leaders constantly complain about, is the tick box exercise of Account Planning. This is often seen as a Q1 exercise to be completed by the end of Q1 to gain a certain level of pipeline sufficiency. Some leaders tell us their teams ask how much pipeline they require so that they could “stuff” their pipeline with enough ghost opportunities to meet their account planning goals. There must be a different way!

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Our Approach

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How do we engage?

A benchmark is important for every person to assess their gap from their current version of performance to the standards required for excellence. Our engagement delivers a benchmark across three levels:

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The quality and depth of information needed for any account

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The quality of coaching and facilitation required for running a planning session

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The quality of validation and triangulation required for any account plan
Our facilitator leads by example on group coaching of the account planning session, post which one of the sales managers demonstrates their capability to do the same. Multiple iterations of observations, feedback and application across industries builds the core strength of managers to coach towards powerful account planning outcomes.

Multi-million dollars net-new opportunities

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Coached hundreds of Account Planning sessions across the globe and empowered hundreds of sales managers to generate over $4billion dollars in net-new pipeline.

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These engagements have covered over 20 different countries across 5 different continents, which is a testament to the effectiveness of this framework across different cultures. There are no excuses for not coaching powerful account plans to generate significant pipeline.

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Smart customers also build their operational discipline to track net-new opportunities generated, right through qualification, acceleration, and closure.

One of our customers, who identified $125 million net-new opportunities through our engagement was surprised to realize $8 million dollars of closed opportunities, through this process, within a quarter.

Imagine, how much more pipeline and revenue you could drive for your sales organization through us.

Customer acknowledgement testimonial

Resources to Help You

Three Tips for a Billion $ Pipeline

Three Tips for a Billion $ Pipeline

Three Tips for a Billion $ Pipeline

Sales Acceleration is to empowers your sales to transition from good to, great to world-class. Sales Acceleration helps you with transition and transformation, we seek to triangulate the possibilities of sales skills, management skills and leadership skills.
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Crafting a Better 3-Year Sales Plan

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The current challenging times requires organizations to reset, refresh and renew their goals, strategies, and plans and a three- year plan provides the direction for all leaders to align. Multi-year planning is a crucial exercise, and most leaders are frustrated by the amount of time they need to invest in this exercise and the lack of return seen from prior exercises. While the importance of long-range planning remains, can there be a better way to ensure that actions from 3-year plans translate into meaningful execution and greater business results?
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Our Approach

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How do we engage?

We design an engagement roadmap that includes the planning team (ideally not more than 25 leaders). Good planning requires good preparation, and some preparation guidelines are sent prior so that data is readily available to substantiate the planning. If possible, we would prefer an offsite location that helps bring together the body, heart, mind, and soul for the leaders. We facilitate a series of experiences that help the leaders understand each other better and leverage their differences to achieve more for their vision.

In some cases, we leverage our partnership with MarketCulture to assess the level of customer centricity within the leadership team. Leaders measure their organizational focus on customer centricity across eight different parameters that also helps them benchmark themselves against the best in class. This assessment has proved to be useful as a pre-cursor to the planning exercise, so that leaders confront their current reality with respect to their collective customer centricity.

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Clients who have experienced our facilitated three-year planning approach are surprised by how much they are able to achieve within two days. They are also surprised how the richness of the engagement helps them sustain the planning efforts into execution and results.

Customer Results - Case Study

Ensuring 3-year plans truly deliver results – “Failing to plan is planning to fail”

Recommended Resources

Measure the Power of your Questions Tripura Multinational Singapore India Sales Coaching

Measure the Power of your Questions

Measure the Power of your Questions

Judge a leader by their questions, not their answers.

In Sales, the quality of the questions become even more important. What if your question itself is of tremendous value to your customer making them think differently? How have your questions reframed your customers’ reality lately?
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