Account Management Training
Having worked in sales and sales management roles our Account Management Training is developed from experience and a very practical perspective. We design the training to focus on getting you better results.
One of our participants said; “I wish I’d done this training 20 years ago.”
Our approach is to give your sales people a framework for account management. We provide lots of tips and ideas to avoid complacency, and ensure the approach is fresh and challenging. The workshop involves your sales people bringing their accounts into the session for review. During the session their portfolio, and the specific accounts they choose are analysed in detail. In other words they train whilst they are doing work, because that makes our training more practical.
Case Studies
Account Development Plans
We have developed our account development plans over the past 20 years, so that it is practical and works. It is a great tool to help sales people take a fresh look at their accounts because it covers all the detail. And remember in the training you’re looking at your own accounts, rather than just working on theory. Real work done in the classroom.
The Plan asks you questions about what you know, what you don’t know and what you are assuming about your accounts. Consequently it challenges your assumptions and knowledge. Sales people always find this a challenging and interesting part of the training. It’s a great use of time and leads to practical actions to implement.
Who is our Account Management training right for?
Account management training is suitable for a variety of roles. This training is essential to ensure your sales people are getting the most from their accounts. It also helps them to plan how they can protect clients from your competition. Our account management training will give them the tools to do the job and in doing so will refresh their approach.
Work whilst you train. The training works on how to take existing accounts and either develop business from them, or protect them from competition. Account management is a part service, part sales role. With long term clients we are inevitably going to be involved in service issues. One of the challenges for the sales person is to make sure they give outstanding service, sorting out any issues, whilst maximising the sales opportunity.
Roles we’ve trained on account management:
- Account Managers.
- National Account Managers.
- Key Account Managers.
- Sales People with Regular Accounts.
- Telephone Account Managers.
- Account Executives.
What challenges do we help with
Our account management training gives your team a refresher to their approach. It is easy when managing an account to become a little complacent and make assumptions. It is also typical for sales people not to put as much effort in as we would with a new account. This training gives your team a framework for success, because it deals with the reality of managing accounts. Here’s some typical challenges from previous participants:
- "I don't know how to develop business from this account."
- “I’m not sure what else I can do with my accounts.”
- “It's hard to go in with the same enthusiasm as when I first approached them.”
- “I need a plan to develop the business, but I need help in how to do that.”
- "The competition are trying to get into this account and I'm not sure what I can do."
Training Reviews
Interesting and Engaging Session
Thanks to Martin for an interesting and engaging session – we had lots of good discussions, had a chance to reflect, and learned quite a few things! Martin was great throughout and we all thoroughly enjoyed our morning!
Rewarding and relatable course
Really good course, fully interactive and flowed nicely in the direction we, as a company, took it. Martin was excellent and delivered the day really well.
Very helpful
I really enjoyed the professional communications session that Martin led. Very useful and would most certainly recommend to other junior lawyers.
Loved it
Thanks very much Martin
Enhancing Virtual Presentation Skills
I recently attended the “Presenting with Impact Virtually” workshop and found it to be highly beneficial. The session was well-organised and provided practical strategies for enhancing virtual presentation skills. The interactive elements and real-time feedback were particularly valuable, allowing participants to apply techniques immediately. The facilitator, Martin Chapman was knowledgeable and engaging, making the workshop both informative and enjoyable. Overall, it was a worthwhile experience that has equipped me with tools to improve my virtual presentations.
Account management training overview
Pre-course tasks
- Participants receive the course overview and pre-course task.
- Participants decide which of their accounts they would like to work on in the training.
Agenda
- Introduction & objectives.
- Participant challenges with account management.
- Common pitfalls in account management.
- Coaching checklist for account management.
- Assessment of development opportunities using Target coaching checklist.
- Assessing the account portfolio.
- Account Development Plan.
- Applying the Account Development Plan to your accounts.
- Deciding on the best opportunities for growth.
- ITD Work Styles Model Personality Framework
- Personalities in your account.
- New approaches to different personalities.
- Practice conversations.
- Key elements of an account strategy and plan.
- Drafting your account strategy and plan.
- Details of the plan
- Action planning
Post course actions
- Participants receive action reminders.
- Post course conference call.
- Post course coaching available.
What do participant's get out of it?
- Clear framework for how to assess accounts and their possibility for growth.
- Ideas on how to manage their accounts.
- Models and ideas on how to develop an account.
- How to approach different personalities in an account.
- A development plan for at least one of their accounts.
Developing relations with key contacts
Building relationships with key contacts is vital in business and in account management training. We use our Work Style Model which easy to understand and simple to apply, so that you can apply it straight away with your contacts.
How do we tailor the training to suit your needs
First of all our approach is totally client focused. We start with what you would like to achieve and your budget, so that you get the best possible solution for your investment. We explore your team and their challenges with you. Our objective is to understand the behavioural changes you want to see. Then we work with you to explore the style of training you want to achieve your objective.
Make an enquiry for Account Management Training
