Key Account Management Training For Sales Managers

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Key Account Management Training

Learn how to unlock the growth potential of your key accounts with a powerful key account management training programme designed for your organisation.

Equipping your Key Account Managers with the skills to retain and develop key accounts will ensure that those accounts provide ongoing profitable income;  managed through a combination of professional, strategic account planning and relationship management.

Your key accounts are not only the most important to retain and develop - from a new business perspective - they are the hardest to win!

Learn how to influence senior executives and develop each account into a profitable, ongoing successful partnership.

An in-house Key Account Management training programme develops skills in:

1. The Professional Key Account Manager - a look at the attitude, communication skills and business knowledge that a key account manager must develop – a process through which delegates can evaluate themselves and identify key development areas.

2. Relationship Management - how to create and present a ‘value proposition' based on the strategic and tactical needs of key account customers; using The Performance Indicator gives delegates the chance to examine their own personalities and learn how they can build rapport and improve communication with customers, and the need to align behaviours to maximize the quality of relationships with different stakeholders in the account.

3. The Principles of Key Account Management - understanding customer business environments and how to complete an analysis of account values, needs, strategy and tactics to create propositions that will appeal

4. Stakeholder Management - understanding the role and responsibilities of stakeholders in the key account, managing stakeholders from an ‘Economic’ ‘User’ and ‘Adviser’ perspective and recognising and managing stakeholder ‘decision factors’ and ‘buying motives’

5. Managing the Key Account Sales Process - the disciplines of managing the key account sales process to include: opening contact, developing stakeholder networks, timing the Proposal, the use of entertainment and hospitality, live dates

6. Proposals and Discussion Documents - how to write compelling proposals that commit the customer

7. Key Account Planning - using a unique TLSA planning tool, delegates cover the process of planning key account development and applying it to their own accounts

8. Consultative Selling in Key Account Management - using the four stage consultative selling process to develop Key Accounts.

Participants completing a Key Account Management training programme will develop the skills to:

• Plan and implement retention strategies
• Plan and implement growth strategies
• Implement the ‘Consultative Selling Process’ – key to achieving outstanding performance in to Key Account sales

Next Steps

Contact us today to dsicuss your needs:

Call 0845 600 1556

Email us

TLSA The Sales Training Company

Sals Training / Sales Management Training / Key Account Management Training / Key Account Managers