Account Plan (Gold Sheet)
Miller Heiman Strategic Selling — a single-page Gold Sheet strategic account view for planning and managing a key customer relationship.
About Account Plan (Gold Sheet)
An account plan gives a sales team a single-page view of a strategic customer: who the key people are, what the customer is trying to achieve, where you stand today and what you will do to grow the relationship. This version follows the Gold Sheet approach associated with the Miller Heiman strategic selling methodology.
It is designed for accounts important enough to justify deliberate planning rather than opportunistic selling, where several people and several opportunities need to be managed together over time.
At a glance
- Category
- Sales
How it is structured
A strategic account plan typically brings together a picture of the customer's business and objectives, the key relationships and the roles those people play in decisions, an assessment of your current position, the opportunities to pursue and a concrete action plan.
Because it sits on one page, it gives a shared, current view that account teams can update as things change and that leaders can review quickly across many accounts.
Use cases
Managing key accounts
Plan how to develop and protect the most important customer relationships.
Aligning an account team
Give everyone working on an account the same view of goals, relationships and next steps.
Account reviews
Structure reviews with sales leaders so discussion focuses on gaps and actions.
How to use it
Tips and common mistakes
- Keep the plan current. An account plan that is updated only annually quickly stops reflecting reality.
- Focus effort on a small number of genuinely strategic accounts rather than trying to plan them all.
- Base relationship assessments on evidence such as recent conversations, not hope.
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