The AIM Sales Leader credential develops the skills to lead masterful sales conversations and grow key accounts. This two-day Key Account Management training course focuses on maximising the potential of key accounts and sales professionals that are critical to an organisation’s success or failure. We'll assume you're ok with this, but you can opt-out if you wish. Major Account Planning enables account managers to develop an effective plan for generating high-value sales and raising the level of relationship in major accounts, thus improving margins while simultaneously defending the account from competitive encroachment. Developing a strategic approach to account management and customer relationships, Learning how to construct and implement profitable long-term account plans, Gaining a better understanding of your customers’ needs and expectations, Enhancing your ability to influence, persuade, negotiate with key decision makers, Building stronger value-added customer relationships leading to increased revenues, Creating support processes that fulfill customer expectations and facilitate best practice key account management, Increasing account revenue and profitability, Manage their accounts in a way that produces more profitable partnerships, Develop the ability to build stronger business relationships, Gain a clearer insight into the customers’ decision-making process, Identify and assess the key knowledge required and the sources of information and resource that will impact on effectiveness, Add value to the relationship by identifying opportunities that have a positive impact on their customers business, Optimise the full business potential from each account, Build and develop account management strategies that produce real business growth, Lead Generation and Effective Appointment Making, Telephone Sales Training, Telesales Training, Lead Generation and Appointment Making White Paper, grow your sales with Sales Accelerator -find out how. We all know the stats: it’s much more simple and cost effective to sell to existing customers than sell to new customers. Key account management definition Key Account Management is based firmly upon the 80/20 rule: 80% of any effort or expenditure gives 20% of the results 20% of any effort or expenditure gives 80% of the results This means that every time you visit this website you will need to enable or disable cookies again. Improved collaboration skills with key customers. We are using cookies to give you the best experience on our website. Follow the Manager’s stream (blue) and the salesperson’s stream (orange) to see how they move through their sample learning tools to create deeply embedded behaviours. Creating a key account strategy is critical for business growth. Professional, certified instructors with extensive support industry experience lead the key account management classes. Designed to meet your specific objectives, a Key Account Management training programme will cover: The qualities of a Professional Key Account Manager; The principles of key account management; Creating a ‘value proposition’ based on the strategic and tactical needs of the key account customer This website uses cookies to improve your experience. Key account management is a strategic business approach with the objective of ensuring long-term and sustainable business development through profitable partnerships with strategically important customers Key account management is not an isolated business process. It all comes down to the behavior of the key account managers. Building relationships with existing clients to transform them into key strategic accounts is a crucial component of any sales strategy because selling to an existing account is much more profitable and predictable than trying to win new business. Richardson Sales Performance’s Major Account Planning (MAP) Training Program. Using their own customers as case studies, participants establish how ‘best practice’ principles can be applied to managing their own key accounts whilst adding immediate value into their own organisations. As a business discipline, it refers to the process of identifying or targeting key accounts, which have strategic value, and developing a deeper, more meaningful, mutually beneficial relationship with them. Mike has worked alongside the world’s largest companies across sectors that include hospitality, retail, food and drink, healthcare, pharmaceuticals and manufacturing. Introduction. Provides skills & strategies to reach & move senior prospects. Enables effective, commercial, value driven conversations. By immersing ourselves in a variety of blended learning assets, little and often, over time, we can create a real lasting positive change. By demonstrating that we all sell every day, we break down preconceptions and build up skill sets with a proven and measurable series of sales techniques. Are your KAMs spending the right amount of time growing your key accounts? Upon attending the course you will receive the “Key Account Professional” certificate from the ISM and a CPD certificate. Viewing key accounts as assets that require continued, and often significant, investment to yield maximum returns. These investments often include structuring and aligning your business’ processes and systems to maximize account value. Account Management and Strategy Best Practices. Our acclaimed Account Management Sales Training makes strong connections between natural human behaviour and selling. Most sales-focused companies spend an inordinate amount of time and money acquiring new customers whilst they’re losing existing customers. In the video to the right, Jason Murray, RAIN Group's Practice Director in APAC, shares how our Key Account Management program will teach your team a proven process to systematically grow accounts. Included Within The Registration Fee: Course manual Create a commercial culture within your account management team, Your team will be motivated to spot sales opportunities, Techniques to drive consensus within complex, multiple decision makers, Gain an understanding of buyer signals and body language, Objection handling, negotiation and close skills. Key account management is one of the best ways to ensure repeat purchases, additional purchases and referral to other prospective customers like themselves. With RAIN Group Key Account Management training, your team will learn a proven process for key account planning to systematically grow their accounts. The Strategic Account Management training will help your salespeople master the art of organizing, managing, and growing their most profitable business accounts through well-defined, effective account management procedures. Strictly Necessary Cookie should be enabled at all times so that we can save your preferences for cookie settings. Inspiring game-changer. Key Account Management, It is an immutable business fact that 80 per cent of revenues come from 20 per cent of your customers. The Key Account Management Course is a formally endorsed qualification by the ISM and is also CPD Certified. The course fee is £295 + VAT. Strategic understanding on how to focus your time and attention appropriately in the development of key accounts. I’ve developed a simple but powerful system that provides utility professionals and leadership a clear path to success to key accounts program development. “Account Management is the process of maximising the return on your investment in a customer by defining and actioning appropriate plans that will enable you to build on the present, to manage the future” Peter Chevron. 1) The skills to move relationships from rapport to sales. By adhering to this proven process, our account management training enables sales organizations to positively impact everything from customer perception to cross-team collaboration. Allocating key account focus on three core topics: penetrating, expanding, and protecting accounts from competition. As a previous Sales Director & Managing Director in Media & Recruitment, Sara’s success stems from her ability to understand the requirements of a business and its people, and then provide the right human solution to meet it. First, we align your team’s time and priorities, and then give them some clever tools and skills to grow the key customers with the most revenue generating potential. Literally in two days I have changed my mentality towards Account Management. Register Online * Cancellation Policy: Any changes or cancellations to a training class less than 7 days prior to the scheduled dates will result in a charge equal to 100% of the class fee. You can find out more about which cookies we are using or switch them off in settings. Key Account Management Key Account Management Courses & Training Key Account Management (KAM) relates to managing your clients effectively and successfully and … They didn’t become Account Managers because they wanted to sell. Build profitable partnerships with your key accounts. By demonstrating that we all sell every day, we break down preconceptions and build up skill sets with a proven and measurable series of sales techniques. This website uses cookies so that we can provide you with the best user experience possible. What the stats don’t tell you is that it’s hard to motivate and up-skill a group of Account Managers to sell. This two session programme equips account managers with the skills and tools to develop and implement detailed dynamic account strategies and plans for their key accounts. No hard selling – just clear, calm, natural, confident sales techniques. Having “walked the talk” through Direct Sales, National Account Management and Sales Management positions, he can bring genuine empathy into his engagement with people development. Our acclaimed Account Management Sales Training makes strong connections between natural human behaviour and selling. Start: 9.30am. Please give us a call to arrange an in-depth consultation to work out how we can make the programme feel and look just right for you, with your stories, your products and your people featuring prominently. key account management programs look like?” Done right, better key account programs can obtain more customer volume at lower discounts while not adding to costs. Key account management (KAM), also known as strategic account management, is a concept which first emerged in the 1970s. A system for strategically managing your internal client referral network. Finish: 4.30 – 5.00pm. If you manage a business, or deal with high-value customers, this outstanding key account management training program will deliver immediate results by showing you how to protect and grow your key accounts. The team is using the account management plans introduced through the training and proactively seeking out new business opportunities from their existing clients and growing our business from within. The Key Account Management Group supports managers and corporations around the world to grow profitable business with their most important customers. The Key Account Management Course is a formally endorsed qualification by the ISM. Key Account Management Training, Key Account Management. Start/Finish Times. These programs go by different names: key accounts, national accounts, strategic accounts, global accounts, etc. In this GLOMACS Key Account Management: Best Practices training course you will develop essential key account management skills, learning how to effectively manage your most valuable existing accounts, leading to improved customer satisfaction and increased customer loyalty. 489.1 Advanced Key Account Management - Online The Certified Key Account Executive Program (CKAE®) helps key account executives and their electric co-ops construct and implement a winning key accounts management program, or further strengthen a program already in place. If you disable this cookie, we will not be able to save your preferences. 5) The ability to handle objections, negotiate and close with less stress and less effort! This Key Account Management Training Course has been designed to help you to retain and grow your best customers. Incorporating research and training from the RAIN Group, an AIM Sales Leader credential equips you with the tools and techniques to provide insight, push thinking and … Cookie information is stored in your browser and performs functions such as recognising you when you return to our website and helping our team to understand which sections of the website you find most interesting and useful. Extend your influence beyond your traditional contact base. Even a small improvement in performance will justify attending the training many times over. Developing, launching and maintaining a solid and effective key accounts program is critical if utilities desire to partner with business communities. 3. The Key Account Management Course is a formally endorsed qualification by the ISM and upon attending the course you will receive the “Key Account Professional” certificate from the ISM. To the right is a sample learning journey. The account management framework we teach covers three key stages of account management: data gathering, strategy sessions and execution. Key Account Management also known as strategic account management is responsible for the achievement of sales quota and is assigned key objectives/metrics relevant to key accounts. Move up from transactional to trusted advisor using simple, practical tools. Focus on your Key Accounts Your organisation will gain: Capability to deliver more profitable key account management for every strategic customer. Don’t worry we will never share your details with any 3rd party. 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