Professional Sales Training for Key Account Management

Most companies depend on repeat business from important customers to maintain business health. Key account management becomes a critical function when success and sometimes survival depends on regular high value orders from major accounts.

Key Account Managers must do more than service an account to realise a good return on the long term investment in major account relationships.

Course Objectives

• Extend customer business understanding
• Establish high level trusted advisor status
• Understand customer politics and organisational dynamics
• Learn to predict organisational change
• Expand relationships across divisional and departmental boundaries
• Improve team communication and reduce or eliminate mistakes
• Establish or develop strategic partner status
• Increase certainty and forecast accuracy
• Maximise share of mind, sales revenue, and profit
• Anticipate and counter the efforts of competitors
• Reduce sales cycle times
  

This course helps key account sales people maximise sales opportunities and protect business from competitors. Throughout the course, participants apply principles and methods to real account situations and develop a unique account plan that guides ongoing use of learning in the work place.

Learn new ways to maximise customer benefits, address all the possible business, keep competitors out, and gather invaluable feedback. Establish personal status as a trusted advisor and organisation status as that of strategic partner.

Who Should Attend

Experienced key account mangers and people in the key account support team. Others who regularly participate in key account sales including line managers, bid team members, marketing, and technical staff.

• Up to four half-day or two one-day sessions spread over several weeks or delivered consecutively
• Post session exercises, practise assignments, and reviews reinforce learning and help establish best practice habits
• Tools, templates, frameworks, and examples act as aid memoirs, save time, and aid adoption of best practice methods
• Managers have more time to focus on results because they have less need to fulfil the role of coach and trainer
• Increased job satisfaction reduces sales staff churn, increases performance, and reduces costs
• Wider adoption of best practice behaviours, habits, and methods increases sales productivity, consistency, and results

Key Account Management 2 Day Course

In-house course fees range from £495 per person for five people down to £418 per person for eleven or more. The course can can be spread over up to four sessions or delivered on consecutive days. Call +44 (0)118 933 1357 or email custserv@salessense.co.uk for more information.

The Course Includes a preparation guide, in course materials, planning and preparation tools, progress assessments, online resources, and career long support.

Large Numbers

Licensing and train the trainer options enable self delivery of this course. To find out more, telephone +44 (0)118 933 1357 or use the links below.

Sales Associate and Affiliate representation welcomed. To promote advanced sales training, get in touch directly or see the application details here.

Flexible Support

If you need to develop key account management skills, protect major account business, and strengthen strategic partner status, this course delivers. Telephone +44 (0)118 933 1357. We will be pleased to discuss your needs or talk through some options. Alternatively Send email to custserv@salessense.co.uk for a prompt reply or use the contact form here.