The VOLTE Account Management Strategic Document
When we think of putting together a strategy, we often have thick tomes of information containing executive summaries and analysis. In some areas of a business this is appropriate in others its too much.
The VOLTE Document is designed for Account Managers or Sales People who need to produce a strategic plan that is workable and contains specific direction that managers can measure them against.
V – Vital – If we know that 80% of our sales come from 20% of our clients then who are these vital few? By identifying the Vital clients that need our attention we have a direction to start off on.
O – Outcome – What are the key outcomes that we can look to work on with these vital clients, it could be revenue growth, it could volume growth it could a referral strategy, whichever it is its an outcome we work toward
L- Lessons Learned – Quite simply what do we already know about this client having worked with them in the previous year. This helps us to plan and to anticipate what is expected.
T – Timing – We need a timeline of action points, when will we start, when will we review progress and when will the outcomes hopefully be realised.
E – Exceptions – What are the specific things can could go wrong, and prevent the strategy happening, this is the get out of jail free card, it could be for example a specific market condition such a new entrant in the market.
Just a simple VOLTE document really supports an Account Manager have some specific direction. And creates some accountability too.