Inline Plastics Playbook v2 JUL-21

Account Based Tools in Salesforce – Action Worksheet

People like to do business with people they like, know, and trust. The way to build that trust is through relationship and interaction.

The third tool is the Action Worksheet. The purpose of the Action Worksheet is to track active sales efforts for top 10 Target Accounts and the efforts we are putting forth to build relationship and help them with their problems. Each salesperson will identify these top Target Accounts and track actions related to strategy, competition, and next steps. Some examples of questions in the Action Worksheet are below: • Account Strategy - What do they pack, who do they sell to, etc. • Account Current Distributor • Is account current Inline customer • Estimated overall account sales and size of current opportunity • Specifics of product with opportunity along with volume and NCM • Detailed info on competitive SKUs • Main reasons why they are buying from the competition and why they would switch to Inline • What do we know • What do we need to know • Purpose of the next call and what are the main issues • Next action steps and progress you are looking to make • By when you think the account will make a switch (assuming they are looking to switch) Playbook Salesforce Tools Training section will lead you to step-by*step instructions of how to use this in Salesforce. It is a mandatory tab (in Salesforce) to complete and maintain for top 10 accounts for everyone on the Sales team

S A L E S P L AY B O O K

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