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Sid Chadwick
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11) Quarterly review of written business development plans for target accounts. Most organizations conduct an annual budget planning session in which expected revenues from target accounts are estimated. Too often, that’s where the process stops. Seldom is there a written plan by which to accomplish those performance numbers—for each target account—that’s reviewed every quarter. Without a written plan, accountability for each account’s development is generally lacking.
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Sid Chadwick
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