Major Sales & Account Planning
MIP, MOP, MAP and RAP!

			PDM provides, implements and supports a comprehensive set of team-based, value focused, opportunity and account planning tools for all types of customer and partner relationships Unlike more ‘theoretical’ approaches – MIP,MOP,MAP and RAP are practical tools designed to deliver operational business results and sustainable organisational development. MAP Major Account Planning - for end -user major account development RAP Reseller Account Planning – building mind-share and synergy with major re-seller partners. MIP Major Influencer Planning - developing close, synergistic working relationships with vital third parties such as consultants, outsource providers or independent vendors. MOP Major Opportunity Planning - a structured process for qualifying, reaching specific sales-related objectives and winning major sales.
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Each program provides
	Implementation consulting. We seek involvement to build ownership and commitment. Documentation and processes are customised to suit your organisation culture, processes, products and level of sales development.
	Comprehensive step-by-step guides, checklists and automated templates lead contributors towards productive action. Years of major account experience is distilled in easy to follow documentation enabling new people to quickly become productive without the need for frequent, costly training classes.
	Training workshops introduce people to the concepts and processes as they immediately apply new tools and methods to existing accounts and opportunities.
	Field coaching and facilitation provides the support required to build confidence and new skills while delivering early returns on investment in time, effort and resources.
A modular approach Many businesses reach their customers using a variety of sales channels. MIP ,MOP,MAP and RAP all have a similar look and feel encouraging consistency across multiple channels. Teamwork, trust and communication are improved when executives and account team members can more easily move from one business to another, one sales force to another, or from one virtual team to another, and quickly become a valuable contributor. Managing diversity and constructive conflict through consistency and sound process is key to achieving breakthrough ideas and results. A value based approach All forms of account and opportunity planning are about finding ways for each party to benefit from a business to business relationship. Valued relationships are built when you deliver value to your ally, partner or customer.

© Channel Enablers International Pty Ltd A.C.N 104 080 462 
Trading as Performance Directed Management
PO Box 562 Glenhuntly, VIC 3163 Australia
Phone +61 3 9593 7900