Many companies rely on repeat business from important customers. Key account management becomes a critical function when success depends on regular, high value orders from major accounts.

This course helps major account sales people reduce risk and maximise sales opportunities. By applying principles and methods to real account situations. During the course, participants increase their customer understanding while learning new skills and methods.

• 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

Account managers learn new ways to maximise the customers benefit, address all the possible business in an account, keep competitors out, and gather invaluable feedback. Account Managers must do more than service the account to realise a good return on the long term investment in major account relationships.

Who Should Attend

Experienced sales people and their support team will benefit most from this course. Sales participants should already be competent in communication and persuasion skills. Most of the delegates should be field sales people who are responsible for account management. This course helps pre-sales support staff fulfil their team role more effectively. Others who regularly participate in key account sales such as line managers, bid team members, marketing, and technical people will learn how they can contribute more to success with large accounts.

Course Objectives

• Extend customer business understanding
  
• Develop stronger high level relationships
  
• 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
• Recognise hidden influence
• Assess relationship status
• Change relationship status
• Increase control of complex relationships
• Increase certainty and forecast accuracy
• Maximise business contribution, share of mind, and account value
• Anticipate and counter the efforts of competitors
• Reduce sales cycle times
  

Key Account Management 2 Day Course

Fees range from £670 for places on a public course down to £418 per person for an in-house programme, depending on numbers. Self led study with coaching support is available for £210.

The Course Includes a preparation guide, in course materials, planning and preparation tools, progress assessments, ongoing performance tips, and career long support. All fees exclude applicable VAT.

For large numbers we offer a licensing and certification option to enable self delivery of this course. To find out more, please use the contact form here. Alternatively telephone +44 (0)118 933 1357 or send email to info@salessense.co.uk