Presentation Style: Tutor-led Classroom
Duration: 1 Day
Course Time: 09:30 - 16:30hrs
Course Location: Northampton

Cost:

 Closed Courses: £1 200.00 + VAT for up to 12 delegates

Click a date to book:

 Call 01604 655900 for available dates

 

Account Management Training Course: Delivered in our Northampton Training Suite or at Your Premises

This 1 day 'Key Account Management' course is aimed to provide Account Managers with a range of skills, tools and techniques to enable them to understand and segment their clients and their business needs. It will help participants to focus on maximising the long-term profitability from the accounts they manage and focus the appropriate resources on those which show the most promise.

Course Content

Course Content

Introduction & Workshop Objectives

  • Session 1: The Essentials of Account Management
  • Session 2: Sales Skills
  • Session 3: How Professional Sales Teams Conduct Account Analysis
  • Session 4: The Professional Account Management Approach
  • Session 5: Steps to Building Stronger Relationships with Key Accounts

 

The Essentials of Account Management

  • Applying a Professional Approach to Key Account Management
  • The ‘essential’ objectives of Account Management
  • Understanding the ‘Client’s view’ of the relationship and services provided
  • The factors that affect the depth and strength of the relationship
  • Why the development of a ‘partnership’ is more likely to lead to a step change in the business and a longer relationship
  • The topics and issues that interest your Accounts

 

Sales Skills

  • What motivates people to buy?
  • Sales Myths
  • Keeping in touch with key accounts
  • Relationship Selling & Customer Centric
  • Unique Selling Point and Brand Awareness

How Professional Sales Teams’ conduct Account Analysis

  • Understanding and plotting where the Growth and Declining revenue will be coming from over the next couple of years
  • Identifying the new Opportunities for growth potential, and where your time is being misspent
  • Conducting a S.W.O.T. analysis in order to ‘add value’ to the Accounts and identify forthcoming opportunities
  • Predicting the forthcoming revenue / value of our Accounts and strength of the Account portfolio

 

The Professional Account Management Approach

  • A comprehensive walk-through and directions on quick wins to applying the 4 stage approach
  • Portfolio analysis & plan setting
  • Agreement stage with Management; re. investment and activity
  • Internal buy-in and support; SMART Objectives
  • Delivery plan; review milestones; reward and success criteria / celebrations
  • Using the ‘Template’ to analyse your Top 3 and Bottom 3 performing Accounts; and identify Key Accounts
  • How to determine the resultant activity and prioritise work within your Account portfolio

 

Steps to Build Stronger Relationships – at Personal and Account levels

  • How ‘trust’ is built and maintained – ‘the Trusted advisor’s credibility, reliability and business intimacy
  • Focusing the efforts of both you and your colleagues to help ‘differentiate’ the service
  • Creating ‘Moments of Truth’ – excelling at the big and small things that make a difference in the long run.

 

Additional Information

  • Buffet lunch included and free parking (only for courses held at Paradise Training Centre)
  • Joining instructions will be sent prior to attending the course