KEY ACCOUNT PLANNING TRAINING PROGRAMME

A training program that enables account managers to develop an effective plan for generating high-value sales and raising the level of relationship in key/major accounts, thus improving margins while simultaneously defending the account from competitive encroachment.

WHAT SALES PROFESSIONALS WILL LEARN:

• How to plan for maximizing value in an account
• Tactics for penetrating an account
• A technique for identifying new business opportunities in the account
• How to navigate the politics of decision-making
• Ways to develop higher levels of relationship with account stakeholders
• How to protect an account from competitive intrusion
• A technique to prioritize where selling effort should be focused
• How to create a plan to deliver revenue and relationship objectives

KEY BUSINESS OUTCOMES:

• Higher account revenues
• Greater share of spend within the account
• Lower cost of sales
• Improved margins

• Duration:
• 2 days Training
• For Who:
• Sellers, account managers, account teams for large and/or strategic accounts
• Format:
• Blended Instructor-led training & e-learning (other options available)