Account Planning & Expansion - Situational JudgementEverything you know about the account comes from one helpful contact. He starts three months' leave next week.
Twenty situational-judgement scenarios for account managers and account owners: whitespace and opportunity mapping across an existing customer, relationship coverage beyond the org chart, when to grow and when to harvest, and single-threaded risk. Weighted partial credit, four competencies, banded report.
Whitespace, coverage and the grow-or-harvest call in one plan
A group has eight operating divisions, three use your product through one central IT team, and you have been asked for next year's plan; an account you have held for two years has four contacts, all in operations, and stable revenue; one account has grown by nothing in three years and consumes more support and management time than any other; everything you know about an important account comes from one responsive contact who is about to take three months' leave. Twenty scenarios, each with four things an account owner might do — list the five non-adopting divisions and target them, ask central IT for introductions, deepen the three, or work out what the three adopters have in common and rank the rest.
Options are scored on a 0–3 gradient with a documented reason for every score, and distractors are the standard account-planning moves: the target list without a thesis, the introduction that travels only as far as IT's relationship does, deepening where the relationship is already proven. Options that bypass a customer's stated purchasing process, go around a named relationship without cause, or quietly reduce agreed support score zero even where they would improve the short-term number. The bank is original; constructs are described generically and no branded account-planning or strategic-selling methodology is used or implied.
Four competencies are banded separately — Whitespace and Opportunity Mapping, Relationship Mapping and Coverage, Grow versus Harvest Judgement, and Single-Threaded Risk Management — because an account manager who maps whitespace well may still hold every relationship through one person. The AI-personalised narrative names the pattern across your 20 answers, the growth plan starts from the weakest competency, and the scenario review explains why ranking the five divisions against what the three adopters share scored three and the bare target list scored one.
What you walk away with
Whitespace and Opportunity Mapping, Relationship Mapping and Coverage, Grow versus Harvest Judgement, and Single-Threaded Risk Management each return a band with a coaching interpretation that reads like a note from a good account review.
The strengths and development panel is built from your own answers and describes the tendency — the target list with no thesis, the comfortable operations-only coverage, the harvest account that is still being farmed — so the development conversation starts with the behaviour.
Concrete steps ordered by impact: the question that turns a division list into a ranked plan, the second contact to build before the first goes on leave, the honest conversation about an account that will never grow.
A 0–100 score with a band and a 70 per cent pass mark for hiring account managers, then all 20 scenarios reviewed with the reasoning behind each option, including which options scored zero for bypassing a purchasing process or quietly cutting agreed support.
The report, in three panels
Illustrative sample — your report is generated from your own responses.
Every competency this test declares, scored from the items tagged to it — so the shape is yours, not a template.
Assembled from your lowest competencies, in order — not a generic checklist.
Built for
- Account managers and account owners responsible for growing existing customers
- New-business sellers moving into an account management or farming role
- Sales managers hiring for a book of named accounts
- Customer success professionals adding an expansion target to a retention role
An account you hold through one person is an account you hold until they leave.
Twenty scenarios in 35 minutes, four competencies banded, growth plan and full scenario review delivered on completion.
₹349 (incl. GST) · assessment and full report, nothing further to pay
Frequently asked questions
The judgement an account manager exercises over an existing customer: mapping whitespace and qualifying which opportunities are real, building relationship coverage beyond the formal org chart, deciding when to invest in growing an account and when to harvest it, and managing the risk of holding a relationship through one person. Four competencies across 20 scenarios. It is for account managers and account owners, sellers moving into farming roles, and the managers who hire for a book of named accounts.
No. Listing the five non-adopting divisions and setting a target for each scores below establishing what the three adopters have in common and ranking the other five against it, because a target is not a thesis. Each option is scored on a 0–3 gradient with a documented reason; options are length-matched and the best answer moves position. Options that bypass a stated purchasing process, go around a named relationship without cause, or quietly reduce agreed support score zero.
Thirty-five minutes for 20 scenarios in one sitting. The report arrives immediately: an overall score with band against a 70 per cent pass mark, four banded competencies with coaching interpretations, an AI-personalised narrative of strengths and development areas, a growth plan built from your weakest competency, and a review of every scenario with the reasoning behind each option. There is nothing further to unlock.
At interview, sketch an account with eight divisions and three adopters and ask the candidate to plan next year aloud; compare what they reach for with their Whitespace and Opportunity Mapping band. In an account review, ask each account manager how many of their top accounts they hold through one person, and read the answer beside their Single-Threaded Risk band. The growth plan sets the next quarter's agenda; a retake shows movement.
Yes. Companies and individuals are fictional, the industry context is deliberately generic and the judgements — where the whitespace is, who else to know, whether to grow or harvest, how to cover a single thread — arise in account management in every market. No branded account-planning methodology is referenced. The assessment is priced in INR and USD, with the live price in both currencies shown on this page.
Foundation, core selling, specialist and sales-leadership bands — every one an original situational-judgement bank with weighted partial credit, a stated reason for every option, and ethics scored to zero on a mis-sell. Hire with the band that matches the role, or develop with the one that matches the gap.
See every sales assessment →Methodology: Original AssessAll situational-judgement item bank for account planning and expansion at the individual-contributor level, authored to the AssessAll Scientific Item-Authoring Standard: behavioural-tendency framing, misconception-anchored distractors, weighted partial-credit keys on a 0-3 gradient, and a documented reason for every option score. Constructs are described generically - qualified opportunity mapping, stakeholder stake and influence versus formal hierarchy, portfolio allocation between growth and maintenance, and concentration risk in relationships - and no proprietary or trademarked account-planning, strategic-selling or qualification methodology is used, referenced or implied. Companies and individuals in the scenarios are fictional and the industry context is deliberately generic. Options that bypass a customer's stated purchasing process, that go around a named relationship without cause, or that quietly reduce agreed support are keyed to zero even where they would improve the short-term number. Not affiliated with or derived from any third-party instrument.