Why you do this session / potential triggers
Coaching on account mapping is usually about helping your reps to understand when to do it, then how to go about it.
You might see reps stalling out on deals when they have a single point of contact, or a lack of progress on opportunities. Those are signs that you could use an account mapping coaching session.
What you need to prepare as a manager
A good coaching session starts with a view of a solid account map that has been done previously. If you don’t have a real working example, you can start with a template.
You can also review their engagements to spot which would benefit from an account map.
What the rep needs to prepare
You should have the rep highlight any new accounts they believe they should map and / or show account maps they have already completed to get feedback about.
What you’ll cover
Here’s some guidance for each talking point in the notes template:
What triggered the need for this session
Here is where you’ll note why you wanted to have the session, focusing on the general symptoms such as highlighting if they are stalling out or hitting dead ends.
Recap account mapping basics
Here’s where you talk about the need to map accounts and which opportunities benefit from account maps.
Review which opportunities should have an account map
Based on your preparation for the session, you should have an idea which opportunities should have an account map and you can discuss that now.
If the need for an account map is initially decided based on a set of criteria (such as deals over a certain value, or that require multiple sign offs), you can review that together.
Review of an existing account map and how to improve
Take a look at an existing account map that a rep has brought to the session, along with the example or template you prepared. Discussing best practices, agree the standard they should be aiming for on all their account maps.
How can the rep develop based on this?
To make the session valuable for the rep, there should be some action for them to take to make an improvement based on what they’ve learned. This section of the notes is a reminder to add those as actions so you can follow up later.
Some example actions might be:
“Review organisation details on account map XYZ“
or
“Identify sign-off path from customer champion to budget holder on account map XYZ”
What next?
Remember to share the notes and actions once you’re done.
Based on how the session went, you might want to update the rep profile with an update or a change in their skills profile.