Key account management training
Our key account management training is ideal for those new to selling to key accounts. It is also a great refresher for those more experienced in the role.
In the training you will learn a great approach for managing your key accounts. It will train you on how to assess your key account’s vulnerabilities and opportunities. If it is a good account your competitors will be looking at it very carefully. You will learn what steps you could take to make your accounts more secure.
We use our LIVE training approach. This means analysing your actual live accounts. You will work with colleagues on your key accounts. Going forward you will be able to apply the methodology to any account in the future. So with our key account management training you will be able to apply these ideas to an actual account in the session.
Clients of our key account management training
Which roles are right for our key account management training?
This training is ideal for those sales people who focus on a small number of key accounts. We expect you to spend most of your time with just a few clients. Therefore the pre-course work is essential to getting the most from this training.
The training is ideal for those roles which have more of the ‘farmer’ than ‘hunter’ responsibility. That is, where you need to develop long term relationships to develop revenue.
These include:
- Key account managers.
- National account managers.
- Regional managers.
- National sales managers.
Duration
This training is typically between one and two days depending on the objectives and number of participants. If it is help online it is between two and five 2 hour sessions.
Ideas reviewed in this training
We cover a number of ideas in this training. These have been developed as our own IP (Intellectual Property), unique to ITD Sales Training. These ideas include the following:
Personality Model
Our Personality Model helps you to build better relations with key contacts, especially those with more challenging personalities.
Development Plan
Our Account Development Plan is a simple and effective tool to better plan your activity with your key accounts.
Key account management training overview
Pre course
The course involves each participant working on one or more of their key accounts. Part of this includes a pre-course task of analysing these accounts. This is done with a SWOT analysis which we review in the training. The other part of the pre-course work is to make sure you have all the necessary data relevant for that account, to access during the training.
Course agenda
- Participant introductions and objectives.
- Individual key account presentations and group discussion.
- SWOT results.
- Initial observations of key accounts.
- Account Development Plan.
- Personality Model and your key account.
- Product / Service Matrix.
- Identifying opportunities for development.
- Key account strategies.
- Strategic relationships in key accounts.
- Possible actions to develop the account.
- Personal action plans.
Post course
Each participant receives an email summarising their actions which is copied in to their manager. They also have access to the training consultant for follow up.
Training Reviews
Comprehensive and Engaging Training
I recently attended Martin’s ‘Working Effectively’ and ‘Professional Business Communication’ online training sessions and both were excellent. Martin is very engaging and ensures that participants all contribute to discussion. The sessions were very useful, drawing on real anecdotes and scenarios relevant to our level of work. I found both training sessions impactful and will carry the lessons learned into my work. Thanks Martin!
Working Effectively at Clifford Chance - Martin Chapman
I attended this session delivered by Martin and found it very insightful and engaging. Martin shared very realistic scenarios which required us to challenge how we would respond and the impact of different ways of saying things. A very interactive session and it was easy to remain engaged. I took away a lot from it
Personal Development Training (Negotiation Skills)
Martin is a fantastic trainer and easy to talk to. He makes the course easy to process and allows plenty of time to discuses anything you need clarifying. The course has been designed well and was adaptable to make it more relevant and personal to meet my target needs I was hoping to achieve.
I would recommend anyone to sign up for a course with Martin based of my personal experience and I look forward to working with him again within the future
A fantastic course
Thank you Martin for a fantastic workshop on Professional Business Communication. I have learnt a lot and found it very enjoyable. I have a lot to take away with me and will be trying your suggestions and tips going forward.
Martin Chapman
Great training session, really engaging and informative. Martin gave of lots of tips to use in our day to day work lives. Great overall!
Professional Business Communication
It was very informative and engaging especially we have had the chance to do some role plays in the breakout rooms. Very helpful.
Call us on +44 (0)800 804 8086 to discuss how our key account management training could help your organisation
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