Key Account Management
Table of Contents
If your business is typical 70% of next years revenues will come from this years customers.
Whilst winning new business is important it’s equally important to retain your existing customers.
Professional Key Account Management Reduces Customer churn and increases their lifetime value.
This course is one of our advanced sales training courses and not designed for beginners.
2. Course Price & Duration
£485 per person + VAT
1 Day, 0845 – 1700 with breaks
3. Training Methodology
Unlike Traditional Training Companies we believe people learn by doing rather than following theory in text books in a classroom.
We use a workshop methodology where we have a blended mix of theory where appropriate , whilst focussing the majority of the time on real life sales challenges.
Attendees are guided through each session and individually undertake real life sales scenarios.
This ensures each attendee remains engaged and learning, in a positive and supportive environment.
4. Who Should Attend this Sales Course
Our Account Management Courses are designed for:
*Experienced Sales Professionals who need to retain more business
*Relationship Managers who want to increase their share of customer spend
*Technical Account Managers who need an account strategy
*Account Directors who need to access the C – Suite
5. Why you Should Attend this Course
A professional Key account management strategy will allow you to attract and win new business, and retain existing clients for longer.
Your customers are your competitors top targets and to lock in your customers you need to lock out the competition.
Professional Key account management drives customer satisfaction and builds relationships with multiple key stakeholders.
6. Learning Objectives
*Learn the fundamentals & principles of Key Account Management
*Learn how to create a Key Account Strategy
*Learn how to use Key Account Management to win new business
*Learn how to segment and prioritise key accounts
*Learn how to create & implement Key Account plans with your colleagues and your customers
*Learn how to move from a transactional supplier to a trusted strategic partner
*Learn how to implement Key Account selling in your organisation
7. Key Account Management Training Course Content
Module 1. Understanding Key Account Management
Audit your sales unit against Industry best practice and the Sales Maturity Model
Module 2. Segmenting & Defining Key Accounts
How to create powerful sales transformation programmes that will drive your organisation forward
Module 3. Planning for Key Accounts
How to create a Key Account Plan including example contracts, contact plans and prioritised action points
Module 4. Creating your First Key Account Plan
Using our Key Account Management template you will create your first key account plan for one of your own clients
8. Key Account Management Training Course Materials
Attendees are provided with full colour workbooks and and have access to course materials and .PPT online after the training.
9. Post Course Support
Attendees leave our courses energised with new ideas, strategies and tactics but often additional questions can arise where they need a sounding board. We provide post course support through our Sales Enablement Platform where members can ask questions, via chat, mail and conferencing calls.
The platform uses the Microsoft Teams application and can be access via PC, Tablet or Phone and contains FREE Guides, Templates and Tools. Ongoing 1-2-1 coaching is also available at an additional cost.
10. Key Account Management Training Course Itinerary
|Timings||KEY SALES ACCOUNT MANAGEMENT TRAINING COURSE ITINERARY|
|0900 – 0930||Introduction|
|0930 – 1100||Module 1 – Understanding Key Accounts|
|1100 – 1115||Break|
|1115 – 1245||Module 2 – Segmenting & Defining Key Accounts|
|1245 – 1315||Lunch|
|1315 – 1445||Module 3 – Planning for Key Accounts|
|1445 – 1500||Break|
|1500 – 1645||Module 4 – Creating your first Key Account plan|
11. Lunch, Refreshments & Access
If you have any special dietary requirements please let us know and we will ensure that we can accommodate you. In addition if you have special access needs please let us know in advance so we can make arrangements with the venue.
12. Course Delivery Options
12.1 Key Account Management Course – London
This course is delivered as an Open Course near London Heathrow airport for easy access to Europe, London & the M4 Corridor. Individuals from any organisation can attend and Course prices, dates and availability are available online via our course bookings page.
12.2 Key Account Management Course – Manchester
This course is delivered as an Open Course near Manchester airport for easy access to Europe, Manchester & The M62 Corridor. Individuals from any organisation can attend and Course prices, dates and availability are available online via our course bookings page.
12.3 Key Account Management Course – Scotland
This course is delivered as an Open Course rotating between Glasgow and Edinburgh in Scotland. Course prices, dates and availability are available online via our course bookings page.
12.4 In House Key Account Management Courses
This course is available for bespoke delivery In-House for companies who would like the course delivered exclusively to their own team and is available both in the United Kingdom and Internationally. Further information on prices and numbers please check our course bookings page.
13. Key Account Management Training Evaluation Survey
As part of our Quality control we ask every participant to complete a Training Evaluation Survey after every workshop. The Evaluation focusses on the three main areas of delivery a) Training Content b) Trainer Delivery and c) Learning Environment.
14. Reviews from Previous Account Management Course Attendees
“Iain has helped me; reduce my sales cycle, increase my selling time and set myself aside from the competition by approaching business that works against the tried/tested Features and Benefits system. Would highly recommend to experienced sales professionals who think they can’t improve any further – you can with Iain’s guidance! Brace yourself for some uncomfortable techniques that become instinctive but highly effective!”
Cathie Swan – Account Manager
“Iain is an excellent sales trainer and the lessons we’ve learnt from his program have made a real impact on our sales figures. It’s a continual learning program that helps us get better every week. Iain is always available night and day if we need any advice from him.”
Robert Hutchison – Director
I would gladly recommend Iain & his team to anyone in the sales environment .I had the pleasure of attending one of Iain’s sales master classes, after which I found a whole new impetus & drive to take forward on the numerous meetings I have had since .His wealth of experience in sales tied in with his excellent method of teaching make for a very interesting and insightful experience.
Stuart Horsburgh – Senior Contracts Manager
15. How to Book this Course
Individual places on Open Courses can be booked online via our course bookings page.
Participants of this course of this course also attended the Telesales Training Course.