Developing Account Objectives

The Developing Account Workshop enhances an account managers planning and organization skills to execute their time effectively in the field. The workshop will focus on having account managers analyze each account through a S.W.O.T. analysis and then prioritize the opportunity into a daily plan to effectively utilize their time in the field. Objectives for each account will be developed along with strategic and tactical plans. Account managers will execute an itinerary and executive summary of each of the hospitals in their respective territories.


  • Delineate between various accounts to prioritize the top, middle and bottom opportunity for sales success.
  • Devise a system of gathering information for each account to position products and effectively manage time.
  • Implement a strategic and tactical account plan to meet business objectives and drive sales.
  • Each participant will deliver an executive summary of his or her account plan.