Sales Account Plan

Account: [Account / company name] Account owner: [Your name / role] Plan period: [e.g., FY26] Last reviewed: [Date] Next review: [Date]

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1. Account overview

Field	Detail
Industry / segment	[Industry, segment]
Company size	[Employees / revenue]
Current annual value	[Total ARR or contract value]
Relationship tenure	[Customer since YYYY]
Renewal date	[Date]
Account tier	[Strategic / Key / Named]

Relationship summary: [One paragraph: where this relationship stands today, how it has trended, and the single most important thing happening in the account right now.]

2. Organisation and stakeholder map

[Map the people who influence buying decisions. Record their role, their attitude toward you, and how strong your relationship is. Note who champions you and who you have not yet engaged.]

Name	Role / title	Influence	Attitude	Relationship strength	Owned by
[Name]	[Title]	[Decision-maker / Influencer / Blocker / User]	[Champion / Neutral / Skeptic]	[Strong / Developing / None]	[Team member]
[Name]	[Title]	[Influence]	[Attitude]	[Strength]	[Team member]
[Name]	[Title]	[Influence]	[Attitude]	[Strength]	[Team member]

Coverage gaps: [Which important roles or business units you do not yet have a relationship with.]

3. Current relationship and revenue

[What you sell into the account today, broken down by product or business unit, and how revenue has trended. This is your baseline for measuring expansion.]

Product / line	Business unit	Annual value	Trend
[Product A]	[Unit]	[Value]	[Growing / Flat / Declining]
[Product B]	[Unit]	[Value]	[Trend]
Total		[Total value]

Adoption / health note: [How well is what they have bought actually being used? Healthy usage de-risks renewal and earns the right to expand.]

4. Whitespace and expansion opportunities

[The gap between what this account could buy and what it buys today. Name each opportunity, the business unit it sits in, an estimated value, and how winnable it is.]

Opportunity	Business unit / team	Est. annual value	Likelihood	Next move
[New product / upsell]	[Unit]	[Value]	[High / Medium / Low]	[Action]
[Cross-sell]	[Unit]	[Value]	[Likelihood]	[Action]
[Expansion to new region / team]	[Unit]	[Value]	[Likelihood]	[Action]

5. Account goals

[The specific, measurable outcomes you are driving toward this period. Make each one quantifiable.]

• Revenue goal: [e.g., grow from X to Y by end of period]
• Retention goal: [e.g., renew the core contract at or above current value by renewal date]
• Relationship goal: [e.g., build a champion in a second business unit]
• Strategic goal: [e.g., secure a public reference or case study]

6. Risks and threats

[What could shrink or lose this account. Note the risk, its severity, and how you will mitigate it.]

Risk	Severity	Mitigation	Owner
[e.g., key champion may leave]	[High / Medium / Low]	[Plan to broaden relationships]	[Name]
[e.g., competitor evaluation underway]	[Severity]	[Mitigation]	[Name]
[e.g., low adoption in one team]	[Severity]	[Mitigation]	[Name]

7. 90-day action plan

[The concrete, owned, dated moves that advance the goals above over the next quarter.]

Action	Linked goal / opportunity	Owner	Due
[Action 1]	[Goal / opportunity]	[Name]	[Date]
[Action 2]	[Goal / opportunity]	[Name]	[Date]
[Action 3]	[Goal / opportunity]	[Name]	[Date]
[Action 4]	[Goal / opportunity]	[Name]	[Date]