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
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
Well conducted workshop with intended results
Martin filled the role of educator with marvellous presence and sensitivity. The material was well prepared, and he did a wonderful job of evoking participation with the group. I found the workshop to be meaningful and effective in improving team communication and enforcing a collaboratively established definition of what assertiveness means in our company culture.
Make an equiry
