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
Excellent responsive virtual training for trainers
Martin was very responsive to our asks and needs creating a bespoke package that suited the needs of the delegates perfectly taking into account their experience to ensure it was pitched at the right level. Martin was also adaptive between sessions to incorporate new asks that delegates identified. Thanks again it was really useful learning with we have been able to put into practice immediately.
Corporate Coaching
I have now had the opportunity to work with Martin Chapman through two separate training and coaching programmes, and both experiences have been incredibly valuable.
The first gave us a group open forum to discuss a range of management themes and real-world challenges. I found the sessions insightful, practical and directly applicable to my role, particularly when establishing and developing our Quality Assurance team.
My more recent one to one coaching with Martin has been focused on corporate management and navigating senior stakeholder relationships. This has been especially valuable in developing my confidence and communication style. Martin’s coaching around assertive and persuasive communication has helped me become more comfortable being direct, holding others constructively to account and driving greater consistency in project delivery.
Martin is an excellent coach. He is approachable, supportive and encouraging, and his calm, structured style creates an environment where you can openly explore challenges and think critically about the best way forward. Importantly, he guides you towards finding the answer yourself rather than simply providing it, which makes the learning far more meaningful, sustainable and memorable.
I would highly recommend Martin for any individuals or teams looking to develop their management capability, strengthen stakeholder relationships, improve team dynamics or support positive cultural change.
We truly appreciate the effort, energy, and flexibility you brought to the programme, and we look forward to working with you again soon.
I wanted to take a moment to thank you for designing and delivering such an excellent programme for the IT Helpdesk team.
It’s clear that a lot of thought and expertise went into both the content and delivery. The sessions were engaging, practical, and highly relevant to the team’s needs, which made a real impact.
We truly appreciate the effort, energy, and flexibility you brought to the programme, and we look forward to working with you again soon.
Many thanks once again.
Farzana Hussain
Learning and Development Manager
Genuinely one of the best training sessions I have attended!
I can honestly say the training sessions delivered by Martin were one of the most valuable professional development experiences I’ve had. Martin has a rare ability to truly understand the needs of his audience and tailor his training accordingly — nothing felt generic or off-the-shelf. He covered some of the most essential skills in leadership, including conflict resolution and how to deliver constructive feedback in a way that motivates rather than demoralises — and he did so in a way that was practical, relatable, and immediately applicable. His delivery is engaging, his knowledge is exceptional, and he breaks down concepts in a way thay makes it easy to grasp and put into action. The concepts he taught are things I’ll carry with me and apply throughout my career. I cannot rate the training content and Martin as a trainer highly enough!
Management Team Training
Martin was incredibly insightful and helpful to myself and the other managers currently establishing our new QA team / Function. His guided discussions proved beneficial in allowing us to identify issues and points that needed addressing that were not on our radar and immediately we have already seen the benefit of applying his teachings in our day to day management of our team. Thank you very much Martin
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
