Account Management Training
The step from pure sales to competent account management can be a little daunting for some and rarely fully understood by most.
Therefore, empowering individuals to change their mind-set from sales account managers to free thinking commercial entrepreneurs, requires an even greater leap out of their comfort zone.
Knowing how to keep in contact with the real decision makers, taking on competitors of all shapes and sizes, recognising opportunities that others miss, fully understanding buyer motives and then maintaining high levels of customer satisfaction while creating long-term relationships – these are the foundations of success for all those who need to acquire, grow and then retain strategic account customers.
Throughout this one-day workshop we work our way through various types of Account Portfolio Analysis (80/20; Growth, Static, Decline etc), and separate our portfolios accordingly.
Delegates will also be asked to create SMART Objectives for an individual account of their choice and then – using their own customers as case studies – we establish how these ‘best practice’ principles can be applied to managing their own accounts moving forward.
To achieve this, we created the REAL Account Management programme which focuses on four major areas;
| Recognise | The needs of the business and the real role of the account manager |
| Evaluate | Our current customer base, prospect list, category and planning process |
| Act | On our plans, the sales process and required resources |
| Learn | From what we’ve done, sharpen the axe and move forward |
At this end of this workshop delegates will be able to:
- Understand the different mind-set required to move from a pure sales role into a senior account management position
- Demonstrate a deep understanding of their entire portfolio & where opportunities lie
- Recognise how to make the best use of their valuable time
- Discuss methods customers might use to rate suppliers
- Produce Business Plans for chosen accounts that identify why they are worth developing, how to develop them and with what resources
- Develop creative but practical solutions
- Create impact and embed themselves as a trusted, primary supplier in a long-term, profitable relationship
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Before |
After |
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Start the process and make progress |
Start with the end in mind |
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“All opportunities are equal” |
“My time is spent where it has the greatest impact” |
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“It’s just the next step” |
“I recognise what’s required” |
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Independent |
Interdependent |
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I manage it how I’m measured |
I constantly deliver more than was expected |
Real Results, Real Testimonials
Don’t just take our word for it; hear what our clients have to say:
- Michelle Jordan – BDM, Refreshment Systems Ltd:
“I have had various sales training over the years, and I have to say this was the best by far!
Chris is so knowledgeable and full of inspiration he also gave some great ideas for future hunting, one of which I tried a few days later and which I am very happy to say has now come into fruition – thank you for that Chris!”
- Jill Anderson – Sales Team Leader, Tygris Industrial:
“Chris brings a wealth of real-world experience to the table, sharing practical strategies and techniques that has truly transformed my approach to sales. The course content is well structured and introduces new ideas covering a comprehensive range of topics from prospecting to closing deals and building lasting client relationships.”
- Emma Moore – Regional Sales Manager, PHS Group
“I was extremely fortunate to have an amazing day’s training with Chris! Chris is able to deliver in a way that helps you understand, have light bulb moments and genuinely make you feel invincible. I highly recommend training with Chris, he is fantastic.”
If you would prefer to book a Sales Training Workshop for an individual rather than an in-house training course for an entire team you’ll find everything you need over at our Open Sales Training Workshop Page by following this link – or fill in the form below and we’ll be in touch as soon as one of our trainers is free.
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