Account Management – Keep Value Visible

Learning goal

• Build a simple account health score.
• Run a monthly value review (QBR-lite).
• Track adoption and blockers.

Who

• Sales professionals
• Account managers

What

• Account health score
• Monthly value review (QBR-lite)
• Tracking adoption and blockers

Where

• Any workspace or document management system

When

• Monthly

Why it matters

• Renewals are won months before the renewal date.
• Value must be visible to stakeholders who weren’t in the purchase.
• Health scoring helps you prioritize proactive work.

How

Build a simple account health score

• Define the 4 categories: Adoption, Business outcomes, Stakeholder engagement, and Support / risk signals.
• Score each category on a scale of 0 to 10.

Run a monthly value review (QBR-lite)

• Identify key metrics and outcomes for each account.
• Discuss progress and challenges with stakeholders.
• Set clear next steps and milestones.

Track adoption and blockers

• Monitor account health over time.
• Identify and address any blockers early.

Guided exercise (10–15 min) — Health score template

• Define the 4 categories and how you score them.
• Score 3 accounts.
• Pick 1 action per “at risk” account.

Independent exercise (5–10 min) — Value review email

Draft a monthly value review email with:

• Outcome achieved
• Metrics
• Next improvement
• Upcoming milestone

Self-check

• I can score account health quickly.
• I run regular value reviews.
• I act before renewal risk becomes visible.

Bibliography (sources used)

• [Source 1]
• [Source 2]

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