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WorkshopSalesPitch & sales

Account planning session

60 minutes 6 blockspro Runs with Pro

Build the account plan live with the whole account team: the people map, the customer's goals, whitespace, risks and a mutual plan with dates.

Use this template See inside

Free to open and edit. Running it live needs Pro, free for 14 days on every new account.

Share
People
Who decides, influences and uses it
Their goals
What they want this year, and what hurts
Whitespace
Teams or products they don't buy yet
Risks
Champion leaving, competitor, budget
Mutual plan
Next steps with the customer, with dates

In short

Account planning is how a sales or account team sets out what it knows about a key customer and how it will grow and protect the relationship. This template builds the plan live in 60 minutes: people and power, the customer's goals, whitespace and risks on one board, dot voting and a mutual plan with dates.
Time
60 minutes
People
3 to 10
Board
5 columns, 3 dots each
Plan
Pro

Updated October 4, 2026

What's inside

The agenda

By the end of this meeting, the account team shares one plan: who matters, what the customer wants, where we can grow, the risks and dated next steps.

60 min · 6 blocks, drawn to scale Fits exactly
  1. The account today: revenue, products, health, 5 minutes 5
  2. Map people, goals, whitespace and risks, 18 minutesBrainstorm 18
  3. Gaps in the account map, 10 minutesDiscuss 10
  4. Dot-vote the best opportunities, 5 minutes 5
  5. Mutual plan: next steps, owners, dates, 15 minutesDecide 15
  6. Who does what before the next review, 7 minutes 7
015304560 min
  1. +0′The account today: revenue, products, healthTip: Pull from your CRM: revenue, products, usage, health score and renewal date.5 minInfo
  2. +5′Map people, goals, whitespace and risksTip: Everyone on the account team adds what they know: sales, customer success, support, solutions. Support often knows the users the sales team has never met.18 minBrainstorm
  3. +23′Gaps in the account mapTip: Who haven't we met? Is there a champion above the user level? Which decision-maker hasn't heard from us this year?10 minDiscuss
  4. +33′Dot-vote the best opportunitiesTip: Three dots each, weighing value to the customer as well as to us.5 minDiscuss
  5. +38′Mutual plan: next steps, owners, datesTip: Write steps the customer would agree to, not only our sales steps: an executive meeting, a pilot, a business review.15 minDecide
  6. +53′Who does what before the next review7 minWrap-up

How to run it

  1. 1Invite the whole account team: sales, customer success, support and solutions.
  2. 2Start from the account's facts, then map people, goals, whitespace and risks from phones.
  3. 3Find the gaps in who you know, dot-vote the best opportunities and turn them into steps the customer would agree to.
  4. 4Review the plan quarterly for key accounts. The summary keeps owners and dates in one place.

Questions people ask

What is account planning?
Building a plan for an important customer: who the key people are, what the customer is trying to achieve, where you could help more, the risks, and the next steps with dates.
What should an account plan template include?
Account facts (revenue, products, renewal), a people and power map, the customer's goals, whitespace opportunities, risks and a mutual plan with owners and dates.
How often should you review an account plan?
Quarterly for key accounts, and before renewals or major proposals. Update the people map whenever someone important joins or leaves.

Run it with your group

pro
  • Ideas land on the board from every phone, then dot-vote
  • A timer for every block on the shared screen
  • Results, decisions and actions in the summary
Use this template

Free to open and edit. Running it live needs Pro, free for 14 days on every new account.

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Open it, make it yours, run it live.

Change anything in the editor. When you're ready, press Present: everyone joins with a scan and answers on their phone.

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