ACCOUNT DEVELOPMENT TRAINING

Penetrate, develop and protect your key accounts.

Course Overview 

Many of us are familiar with the concept that 80% of your sales will come from around 20% of your customer base and this principle applies to many businesses, but how many of your accounts are fulfilling their full potential?

Selling to existing accounts is one of the biggest untapped opportunities for revenue growth. In fact, Top Performers in strategic account management experience significantly greater revenue growth, profit growth, and year-over-year client satisfaction.

​

This interactive course is designed to help account managers to identify their top 20% of customers with the potential to generate the greatest return on investment and create a strategy of nurturing, growing and retaining these valuable accounts.

You will gain the critical skills and knowledge needed to turn account growth opportunity into account growth reality. 
You will be introduced to our a proven process 360 account development methodology for strategic account planning that will allow you to systematically review and grow your accounts.

Key Learning Objectives 

• Develop Enterprise-Level Relationships

• Learn a process to craft strategies that neutralize, unseat, and protect your accounts from competitive threats.

• Grow Existing Accounts

• Build strategies for strategic account planning and management

• Construct a strategic account team strategy

• Manage and expand key accounts once they become clients

• Identify the true needs from the buyer’s perspective 

• Strengthen and deepen your ability to create greater value in your accounts

• Take away the Think Selling Account Planner designed to bring consistency to all your key account planning

• Use behavioural profiling tools to develop your understanding of how different individuals are influenced and how to adapt your selling style to meet their needs

• Develop and apply a strategic selling approach for winning and developing all your significant accounts through the application of the Think Selling 360 Account Planner  and methodology 

• Evaluate your competitive strengths and see yourself through the eyes of your customers

• Analyse the organisational structure and decision making process within client/prospect organisations

• Understand and influence different personality types in the decision making unit

​

Target Audience

​

• Field sales people                                             • Business to business sales people

• Sales people who need a refresher                  • New sales people

• Client relationship managers                            • Internal telesales people

• Account managers                                           • Business development managers

• Commercial managers                                     • Sales people who have had no formal training on the subject

Those who have experience selling and want to develop their ability to sell solutions and take a more strategic approach to account development and account growth.

Key Business Outcomes 

Protect your existing account base from competitive threats 

Identify your companies top 20 accounts 
 

Establish a strategic sustainable approach to account development and growth 
 

Deliver predictable and sustainable account growth 

​

Course Delivery 

​

Bespoke In House Sales Course 

​

Engage us to design and deliver a completely bespoke in house sales training program for your sales team, delivered over 1, 2 or 3 days and covering the aspects of account management that are relevant to your team. 

​

Public Sales Workshop

Available as a public sales workshop in London, Birmingham and Manchester ​

​

​

Additional information on this course 

​

​

Included Within Every Think Selling Sales Training Course 

• Pre training skills appraisal and questionnaire for each delegate

• Pre training call with the trainer for all delegates

• Supported by a 12 week post training coaching programme and 12 months email and telephone support.

• Comprehensive interactive training manual, course notes and training material for each delegate

• Individually designed created training and development action plan for all delegates

• Individually created post training support pack provided after the training sessions

• Real situation scenario orientated training sessions

• Post training follow up material to all delegate

• Practical sales toolkit including: objection handling guide, prospect list template, email templates and time management guides.  

• 12 months unlimited post training access to your trainer via email and telephone

• Post training support via email and telephone

• Post Training Webinars

• Post training follow up call with the trainer

​

Course Costs 

​

Public Workshop - £299.00 + VAT

​

In House Bespoke Course - POA - Call 020 8798 0979

​

​

Forthcoming Account Management Skills Public Sales Workshop

​

Call 020 8798 0979 for the latest dates and availability

​

​

Delegate Reviews For Account Management Skills 

Organisation and domestics - 98.1%

Course Content - 99.7%

Course Notes - 99.2%

Presentation - 99.8%

Knowledge of Training Staff - 99.9%

In Meeting your Objectives - 99.5%

Overall Enjoyment - 99.3%

​

​