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SL-006 · Sales & Customer

Key Account Review

Protect and grow important accounts through evidence, not familiarity

Key Account Review toolkit front cover

About this toolkit

This toolkit gives you a straightforward way to review your key accounts on relationship, performance and risk, on a genuine schedule.

What this toolkit helps you achieve

  • Apply a clear and repeatable sales process
  • Use evidence and numbers to focus attention
  • Finish with owned actions and review dates

What’s included

  • A four‐part cycle for reviewing key accounts: Prepare, Review, Align, Commit
  • The Five Golden Rules of key account review, on one page
  • A plain‐English guide to the four lenses of a key account review: Relationship, Performance, Risk, Opportunity
  • A twelve‐question coaching bank for preparing, reviewing and aligning
  • A matrix for judging which accounts need urgent attention

Best for

Sales leaders conducting structured strategic account reviews

Expected practical outcome

Review key accounts on a fixed schedule, not just when something feels wrong. By the time something feels wrong, the risk has usually already been building for a while.