Major Account Planning enables account managers to develop an effective plan for generating high-value sales and raising the level of relationship in major accounts, thus improving margins while simultaneously defending the account from competitive encroachment. This two session programme equips account managers with the skills and tools to develop and implement detailed dynamic account strategies and plans for their key accounts. Account Management and Strategy Best Practices. Creating a key account strategy is critical for business growth. Key account management is one of the best ways to ensure repeat purchases, additional purchases and referral to other prospective customers like themselves. Strategic understanding on how to focus your time and attention appropriately in the development of key accounts. Extend your influence beyond your traditional contact base. This Key Account Management Training Course has been designed to help you to retain and grow your best customers. Are your KAMs spending the right amount of time growing your key accounts? You can find out more about which cookies we are using or switch them off in settings. Strictly Necessary Cookie should be enabled at all times so that we can save your preferences for cookie settings. The Key Account Management Course is a formally endorsed qualification by the ISM. It all comes down to the behavior of the key account managers. By demonstrating that we all sell every day, we break down preconceptions and build up skill sets with a proven and measurable series of sales techniques. As a previous Sales Director & Managing Director in Media & Recruitment, Sara’s success stems from her ability to understand the requirements of a business and its people, and then provide the right human solution to meet it. key account management programs look like?” Done right, better key account programs can obtain more customer volume at lower discounts while not adding to costs. 1) The skills to move relationships from rapport to sales. Provides skills & strategies to reach & move senior prospects. “Account Management is the process of maximising the return on your investment in a customer by defining and actioning appropriate plans that will enable you to build on the present, to manage the future” Peter Chevron. The AIM Sales Leader credential develops the skills to lead masterful sales conversations and grow key accounts. Having “walked the talk” through Direct Sales, National Account Management and Sales Management positions, he can bring genuine empathy into his engagement with people development. Developing a strategic approach to account management and customer relationships, Learning how to construct and implement profitable long-term account plans, Gaining a better understanding of your customers’ needs and expectations, Enhancing your ability to influence, persuade, negotiate with key decision makers, Building stronger value-added customer relationships leading to increased revenues, Creating support processes that fulfill customer expectations and facilitate best practice key account management, Increasing account revenue and profitability, Manage their accounts in a way that produces more profitable partnerships, Develop the ability to build stronger business relationships, Gain a clearer insight into the customers’ decision-making process, Identify and assess the key knowledge required and the sources of information and resource that will impact on effectiveness, Add value to the relationship by identifying opportunities that have a positive impact on their customers business, Optimise the full business potential from each account, Build and develop account management strategies that produce real business growth, Lead Generation and Effective Appointment Making, Telephone Sales Training, Telesales Training, Lead Generation and Appointment Making White Paper, grow your sales with Sales Accelerator -find out how. Our acclaimed Account Management Sales Training makes strong connections between natural human behaviour and selling. These investments often include structuring and aligning your business’ processes and systems to maximize account value. The Key Account Management Course is a formally endorsed qualification by the ISM and is also CPD Certified. Viewing key accounts as assets that require continued, and often significant, investment to yield maximum returns. Start: 9.30am. It is an intégrative élément of the business strategy. Most sales-focused companies spend an inordinate amount of time and money acquiring new customers whilst they’re losing existing customers. Massively grow existing accounts by using some of our Natural principles. The account management framework we teach covers three key stages of account management: data gathering, strategy sessions and execution. Improved collaboration skills with key customers. Cookie information is stored in your browser and performs functions such as recognising you when you return to our website and helping our team to understand which sections of the website you find most interesting and useful. 489.1 Advanced Key Account Management - Online The Certified Key Account Executive Program (CKAE®) helps key account executives and their electric co-ops construct and implement a winning key accounts management program, or further strengthen a program already in place. The Key Account Management Group supports managers and corporations around the world to grow profitable business with their most important customers. Introduction. Inspiring game-changer. Richardson Sales Performance’s Major Account Planning (MAP) Training Program. The team is using the account management plans introduced through the training and proactively seeking out new business opportunities from their existing clients and growing our business from within. Finish: 4.30 – 5.00pm. In the video to the right, Jason Murray, RAIN Group's Practice Director in APAC, shares how our Key Account Management program will teach your team a proven process to systematically grow accounts. Literally in two days I have changed my mentality towards Account Management. Create a commercial culture within your account management team, Your team will be motivated to spot sales opportunities, Techniques to drive consensus within complex, multiple decision makers, Gain an understanding of buyer signals and body language, Objection handling, negotiation and close skills. Build profitable partnerships with your key accounts. As a business discipline, it refers to the process of identifying or targeting key accounts, which have strategic value, and developing a deeper, more meaningful, mutually beneficial relationship with them. Please give us a call to arrange an in-depth consultation to work out how we can make the programme feel and look just right for you, with your stories, your products and your people featuring prominently. 3. Using their own customers as case studies, participants establish how ‘best practice’ principles can be applied to managing their own key accounts whilst adding immediate value into their own organisations. By adhering to this proven process, our account management training enables sales organizations to positively impact everything from customer perception to cross-team collaboration. Key Account Management also known as strategic account management is responsible for the achievement of sales quota and is assigned key objectives/metrics relevant to key accounts. With RAIN Group Key Account Management training, your team will learn a proven process for key account planning to systematically grow their accounts. 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