Sales Excellence
Building trusted relationships that drive sales and performance.
Choose a programme listed below for further information.
 
 
  Inside Strategic Account Management

Workshop Purpose
To provide Account Managers with a practical perspective on building and managing relationships in large/complex accounts to retain and generate additional business.

Workshop Outcomes:
On completion of this workshop participants will be able to:

  • Have a clear and systematic approach to account management
  • Be able to focus on three specific levels essential to account management:
     
    • Opportunity: Understanding the client’s business situation and internal processes to identify potential opportunities.
    • Strategy: Identify points of entry, decision-makers etc., assess/prioritise opportunities in terms of value to their own organisation as well as to the client and develop an account strategy.
    • Engagement: Understanding the Decision Making Cycle, building credibility and trust and developing personal relationships based on effective delivery of formal professional commitments.

Methodology:
Experiential workshop: practical application of Account Management tools to assist Account Managers with developing an account strategy for 2 of their major accounts during the workshop. These tools will be available to them on CD. Participants will be required to do pre-work prior to attending the programme and will need to bring specified information on 2 key accounts with them for use during the workshop.

Who should attend:
Any person involved in managing sales teams at any level of experience.
 
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