Description

Approximate time to complete: 25 minutes (not including short course assessment)

Intended audience: Account Executive, Sales Management

Sales Process Skill Set: Plan

Category: Foundation

Overview:

Prioritizing Opportunities and Allocating Resources is a course intended to assist the account team in objectively prioritizing a portfolio of existing and potentially new opportunities. The course also focuses on allocating resources to effectively manage new and current business, improve relationships, monitor competition and address any exposures in the account.

Course objectives:

After completing this course, you will be able to:

• Identify the basis and criteria of prioritization of opportunities
• Describe the categories of prioritization and potential tactics for each category
• Identify five key areas where resource allocation may be necessary
• Examine the types of resources that may need to be allocated
• Articulate the four basic account level strategies

• Select an account level strategy for your account

Recommended prerequisite courses:

• Principles of Account Planning

Related courses:

• Principles of Account Planning
• Analyzing People, Power and Politics
• Identifying Current and New Business in an Account