Account Management Strategies is a program designed for experienced sales professionals who have demonstrated an ability to sell in diverse account situations. Clients’ needs change, the people involved in buying decisions turn over, booking cycles get shorter, clients’ products and business strategies evolve, new competition emerges, and market conditions fluctuate, for better or worse. In this program we provide the tools that help seasoned salespeople analyze these factors, and in turn develop strategic account management plans that build a return on investment and maximize profitability from key accounts.
Program Objectives
To provide an account management process that helps salespeople make more informed strategic decisions in managing their key accounts
To develop skills that help build profitable relationships over the long-term
To provide a portfolio guideline to use in defining both tactical and strategic approaches with key accounts
To practice cross-selling and value-added strategic selling disciplines
Topics Covered
Account profiling
Understanding and applying tactical and strategic sales processes
Analyzing and addressing clients’ expressed needs
Potential return on time investment (R.O.T.I.)
Assessing current account factors and competitive advantage
Top-down Selling
Creating an Opportunity Roadmap
Format
Pre-work process includes key account analysis by each participant
Two-and-a-half day Program focuses on individual strategic planning process for participants’ selected key accounts
Follow-up presentation to Sales Team Leader is recommended
"I've been in sales forever and out of the five training courses I've attended this was definitely the best! I learned so much!"
